8/3/2019 LECT 2 5023

1/23

The essential of educational

leadership.

8/3/2019 LECT 2 5023

2/23

Having personal or positionalresources to change situations or

peoples attitudes & behaviors

What is power

Yukl, 1989

8/3/2019 LECT 2 5023

3/23

Types of Power

Legitimate

CoerciveReward

Referent

Expert

Positional Resources

Personal Resources

Personal & Positional resources need not be mutually exclusive

Controlover information Persuasiveness

8/3/2019 LECT 2 5023

4/23

Using ones personal/positional resources to change

peoples behaviors or attitudes Influence Tactics

Rational persuasion

Exchange of benefits

Pressure tactics Ingratiation

Appeals to authority (legitimating tactics)

Consultation

Inspirational appeals Personal appeals

Coalition tactics

Upwards appeals

Influence & types of tactics

Yukl, 89; Yukl & Van Fleet 92

8/3/2019 LECT 2 5023

5/23

Power is not sufficient to result inbehavioral or attitudinal change

i.e., it is the potential/ability to change

Influence is the process of changing

e.g., Need to have the ability or opportunity

to use expertise or information that one has

control over to change others/events

Power vs. influence

8/3/2019 LECT 2 5023

6/23

Types of Power & Types of Influence Tactics

Legitimate Coercive Reward Referent Expert

Appeals

to authority

Pressure

TacticsExchange

benefits

InspirationalAppeals

Rational

Persuasion

8/3/2019 LECT 2 5023

7/23

Influence

Appeals to authority

Pressure Tactics

Exchange benefits

Inspirational Appeals

Rational Persuasion IngratiationConsultation

Power

Types of power

not exercised

Tactics not obviouslylinked to a source of

power

8/3/2019 LECT 2 5023

8/23

Legitimating tactics Persuading subordinate to do what you want

because you have the authority/right to ask him/her

to do so bec. of your position or bec. it is

organizational policy

Why are certain tactics successful

8/3/2019 LECT 2 5023

9/23

Practicing managers descriptions of onesuccessful and one unsuccessful influence tactic

on different types of targets

Study 1=supervisor Study 2=subordinate

Study 3=peer

250 influence tactics

Managerial traits and skill

8/3/2019 LECT 2 5023

10/23

Presenting a rational explanation

E.g., Quantitative analysis, documentation w/data

Telling, arguing or talking w/out support E.g., I would like a raise(no reason given)

Presenting a complete plan

E.g. Anticipating & overcoming counter-argumentsor potential obstacles to implement plan

Being persistent

Used in combination with other tactics

Most frequent tactics used to influence

Supervisors

8/3/2019 LECT 2 5023

11/23

+ Equal

chance

-

Rational explanation x

Telling, arguing, talking

w/out support

X

Presenting a complete plan X

Being persistent/repetitive x

Relative success (+) & failure (-)

Of tactic used on supervisors:

8/3/2019 LECT 2 5023

12/23

Rational explanation

Show confidence & support (inspirational)

Listen, counsel, solicit ideas (consultation)

Delegate duties, give guidelines & set goals

e.g., Flintstones role play

Most frequent tactics used to influence

Subordinates

8/3/2019 LECT 2 5023

13/23

Setting goals etc. Identifying for the subordinate what is expected of

him/her (goal),

Showing confidence etc (inspirational) Increasing confidence in the subordinates

capability of accomplishing task

Motivating subordinate by appealing to his/her

values, ideas, goals

Why are certain tactics successful w/subordinates

8/3/2019 LECT 2 5023

14/23

Soliciting ideas (Consultation) Seeking subordinate participation in planning an

activity that subordinate will be involved in or

modifying the activity to deal with subordinate

concerns/suggestions on how to carry it out

Why are certain tactics successful w/subordinates

8/3/2019 LECT 2 5023

15/23

Rational explanation

Show support of others: using agreement of

others as a reason for peer to agree

Present an example of a parallel situation:using success in other situations as a reason

Threaten: imply negative consequences for notagreeing

Most frequent tactics used to influence Peers

8/3/2019 LECT 2 5023

16/23

Types of tactics Combination of tactics is better than any one tactic

People try positive tactics first, then negative

(especially for downward influence) Targets of influence

Wider variety of approaches used to influence

downwards

Reciprocal influence relationships

Are used against each other

Outside the organization are important

Implications of this & other research

8/3/2019 LECT 2 5023

17/23

1. Develop reputation as expert2. Time spent on relationship should be based on

work needs

3. Develop network of resource persons who canbe called upon for assistance

4. Choose correct combination of influence

tactics based on objective and target to beinfluenced

5. Communicate influence tactics effectively

5 Steps to become an influential manager

8/3/2019 LECT 2 5023

18/23

Most commonly used, but 50% chance ofsuccess

Continually build on knowledge base (acquire)

Publicize ones expertise

1. Develop a reputation as an expert

8/3/2019 LECT 2 5023

19/23

Research shows.

Amount of Time Spent

Supervisor 10%

Subordinate 30%

Coworker 20%

Alone 15-28%

External contacts 15-20%

2. Balance time w/each relationship

8/3/2019 LECT 2 5023

20/23

Spend at least 75% time w/peers & supervisors so asto spend time where influence is most needed to

accomplish organizational goals

Competition/power inhibits people from spending time

w/peers/supervisors

2. Balance time w/each relationship

8/3/2019 LECT 2 5023

21/23

Contact w/others & independence of onesposition relative to others Control overinformation flow

Rotate jobs frequently Establish & maintain strong friendships to

ensure obligation and cooperation

Seek commonality w/other managers

3. Develop network of resource persons

8/3/2019 LECT 2 5023

22/23

Depending on target & objective

More approaches were used on subordinates

Combination of tactics is more successful

Use rational explanations, parallel examples,support of others,

Influence attempts to be timed

Be persistent & repetitive

4. Choose correct combination of influence tactics

8/3/2019 LECT 2 5023

23/23

Know the needs, values of targets

Present influence attempts based on target

Listen & appreciate more when dealing

w/upward or lateral targets See & hear more, be flexible in behavior

depending on person

Face-face, group meetings, memos

5. Communicate influence tactics effectively