Definition the ability to affect the behavior of
Definition: the ability to affect the behavior of others in a particular direction; whereas power is the potential to influence INFLUENCE TACTICS OF LEADERS
ESSENTIALLY DISHONEST AND UNETHICAL TACTICS � Deliberate � Initiate Machiavellianism action / Control action � Deception, bluffing, manipulation � Forcing employees to work extra hours of uncompensated time (no promotion, not a team player)
ESSENTIALLY DISHONEST AND UNETHICAL TACTICS � Gentle Manipulation � Untrue statements / faking certain behavior � (might � Imply get promotion) dire consequences to innocent ppl � (work late for all the families) � Bandwagon � Combined � (Bob, Technique with peer pressure to influence everyone else is putting out an effort)
ESSENTIALLY DISHONEST AND UNETHICAL TACTICS � Undue Pressure � Rewards for compliance (bribe) � Excessive threat of punishment � (I’ll recommend a pay raise if you work 80 hours this week)
1. Leading by Example and Respect: “do as I say and do” 2. Using Rational Persuasion: using logical arguments to convince someone that a proposal is likely to achieve the goal 3. Developing a Reputation as a Subject Matter Expert (SME): Managers who possess expert knowledge in a relevant can get others to help them get work accomplished.
CONSULTING • Most effective as an influence tactic with employees • Employees become more motivated, because they are apart of decision process
Influence Tactics � Exchanging Favors and Bargaining � Share of Benefits, Later Date, Etc. � No immediate assistance � Legitimating a request � Consistent with policies, request endorsed by higher man. � Making � Easier Inspirational Appeal to jump on board (pos. diff. in world)
FORMING COALITIONS � Formed when its difficult to influence an individual or group � Arrangement of parties working together to combine their power � It is a number’s game the more on your side, the more powerful your Coalition is
BEING A TEAM PLAYER �A leader who helps during peak work loads � Great tactic when organization is based on team oriented goals than one where tough decisive decisions are made
PRACTICING HANDS ON LEADERSHIP � Leader who get directly involved with the details and the process of operations � Leader has expertise, is task oriented, and leads by example � A hands on individual
ESSENTIALLY DISHONEST AND UNETHICAL TACTICS � Debasement: � Demeaning or insulting oneself to control the behavior of another � “I’ll act humble and she’ll do it” � Ingratiation � Getting someone else to like you especially if you do not like the person � “Only you have the brains and talent to do this”
UNETHICAL TACTICS CONT. …. � Joking � and Kidding Using kidding when a straight forward statement might be interpreted as harsh criticism � Upward � Appeal Leader exerts influence on a team member by getting a person with more formal authority to do the influencing � “I sent the guy to my boss when he wouldn’t listen to me that’ll fix him”
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