Yukl chapter 08

CHAPTER 8Power and Influence Tactics

8-1Copyright© 2013 Pearson Education Inc. publishing as Prentice Hall Leadership in

Organizations

Learning ObjectivesAfter studying this chapter, you should

be able to: Understand the process by which power

is acquired or lost in organizations. Understand the consequences of power

for leadership effectiveness. Understand ways to use power

effectively.

Copyright 2013 Pearson Education Inc. publishing as Prentice Hall Leadership in Organizations 8-2

Learning Objectives (Cont.)

Understand the different types of influence tactics used in organizations.

Understand how the tactics are used to influence subordinates, peers, and superiors.

Understand effective ways to use the tactics.


LEARNING OBJECTIVE 1


Understand the process by which power is acquired or lost in

organizations

Power and Influence Concepts

Power

Authority


Influence Processes

Instrumental compliance

Internalization

Personal identification


General Types of Influence Tactics

Impression management

Political

Proactive


Influence Outcomes

Commitment

Compliance

Resistance


Power Sources Legitimate Reward Coercive Referent Expert Information Ecological Position and Personal


How Power is Acquired and Lost

Social exchange theory

Strategic contingencies theory

Institutionalization of power




Understand the consequences of power for leadership effectiveness

Consequences of PowerEffective Leaders:

Have more expert and referent power

Rely on personal power more than position power

Have a moderate amount of position power


Consequences of Power (Cont.)

Power and organizational change

Expert and referent power for persuasion

Personal and position power increases the likelihood of success


Consequences of Power (Cont.) Position power is an important source of

influence

Position power can enhance personal power

Control over information complements expert power

Reward power facilitates deeper exchange relationships


Consequences of Power (Cont.) Reward power enhances referent power

Some coercive power is necessary to support legitimate and expert power

Coercive power is needed to restrain disruptive influences


Consequences of Power (Cont.) A moderate amount of position power is

necessary

Personal power is less susceptible to misuse

Extensive expert power can lead to failure




Understand ways to use power effectively

Guidelines for Using PowerHow to Use:

Legitimate Power Reward Power Coercive Power Expert Power Referent Power




Understand the different types of influence tactics used in

organizations

Influence Tactics

Rational persuasion Apprising Inspirational

appeals Consultation Exchange Collaboration

Ingratiation Personal appeals Legitimating Pressure Coalition


Core Tactics

Rational persuasion

Consultation

Collaboration

Inspirational appeals


Use of Influence Tactics

Effects of individual tactics

Combining tactics

Sequencing tactics

Resisting influence attempts with tactics




Understand how the tactics are used to influence subordinates,

peers, and superiors

Using Influence Tactics

Guidelines are suggestions and not prescriptions

Situational analysis for tactic feasibility

Determine best form of tactic to use




Understand effective ways to use the tactics

Effective Ways to Use Influence Tactice

Influence tactics are useful when a request is:

Unusual Controversial Difficult to do

Or when the agent has little authority


Effective Ways to Use Influence Tactics (Cont.)

Relevant aspects of the situation Agent-target relationship Agent’s power and authority Agent’s interpersonal skills Type of influence objective Target perception of request
