What are the 8 influence tactics?
Presentation on theme: "Chapter Eight Influence Tactics of Leaders"— Presentation transcript: 1 Chapter Eight Influence Tactics of Leaders Show
2 Learning Objectives Describe the relationship between power and influence. Identify a set of honest and
ethical influence tactics. Identify a set of influence tactics relatively neutral with respect to ethics and honesty. Identify a set of dishonest and unethical influence tactics. Summarize some empirical research about the effectiveness and sequencing of influence tactics. Describe how implicit leadership theories are related to a leader’s ability to influence group members.
3 Understanding the Role of Influence and Power 4 A Model of Power & Influence 5 A Model of Power & Influence 6 Three Outcomes of Influence Tactics 7 Description & Explanation of Influence
Tactics
8 Essentially Ethical & Honest Influence Tactics 9 Leading by Example Acting as a positive role model 10 Using Rational
Persuasion
11 Apprising the Target Explaining what is in it for the group member if they honor the leader’s request. Apprising means the leader explains how
carrying out their request or supporting a proposal will benefit the group member personally, including advancing the group member’s career. 12 Making a Personal Appeal 13 Developing a Reputation as a Subject Matter Expert (SME) 14
Exchanging Favors & Bargaining
15 Legitimating a Request 16 Making an Inspirational Appeal, Being Charming, & Emotional Display 17
Consultation with Others
18 Forming Coalitions When leaders seek the aid or support of others to influence group members Are forming alliances with others to create the necessary clout
“there is power in numbers” One caveat – the more power the leader has with his/her group members, the less they need to form alliances “collaborative influence” 19 Being a Team Player Pitching in to help 20 Practicing Hands-On Leadership 21 Essentially Neutral Influence Tactics 22 Essentially Dishonest & Unethical Tactics
23 Essentially Dishonest & Unethical Influence Tactics 24
Leadership Influence for Organizational Change 25 Relative
Effectiveness & Sequencing of Influence Tactics 26 Implicit Leadership Theories & Leadership Influence 27 Implicit Leadership Theory Dimensions
28 Summary Influence is the ability to affect the behaviors of others in a particular
direction. Power is the potential or capacity to influence. A leader’s influence outcomes of commitment, compliance, or resistance are a function of the influence tactics used. Some influence tactics are ethical; some are neutral; some are unethical. The most effective influence tactics are rational persuasion, inspirational appeal, and consultation. The least effective influence tactics are pressure, coalition, and appealing to
legitimate authority. The sequencing and direction of influence tactics is important. Implicit leadership theories are personal assumptions about the traits and abilities which characterize an ideal organizational leader. What are the 9 power tactics?These tactics are ways in which individuals translate power bases into specific actions. The 9 influence tactics are legitimacy, rational persuasion, inspirational appeals, consultation, exchange, personal appeals, ingratiation, pressure and coalitions.
What are influence tactics?The most frequently used tactics are using weak rationales, pressure and/or praise and flattery to influence others. However, the most effective tactic — using value and vision to inspire others to gain commitment—is the least frequently used influence method.
What are the core influence tactics?Core influence tactics are those which are both effective and positive. They are rational persuasion (item 1), and inspirational appeals (item 2), and consultation (item 3). These tactics tend to build commitment. Some employees are more likely to accept change when managers use consultative tactics.
What is the most common influence tactic?Rational persuasion is the most frequently used influence tactic, although it is frequently met with resistance. Inspirational appeals result in commitment 90% of the time, but the tactic is utilized only 2% of the time.
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