Leadership, Influence, and Communication in Business © 2007 The McGraw-Hill Companies, Inc., All Rights Reserved. McGraw-Hill/Irwin Introduction to Business Chapter Six

6 - 3 Chapter 6 Leadership, Influence, and Communication in Business 1.Appreciate a manager’s ability to effectively lead, influence, and persuade other people influences a company’s efficiency, effectiveness, and profitability. 2.Identify the five sources of a leader’s power and understand how leadership involves the effective use of power to influence other people. 3.Differentiate between four main approaches to leadership and recognize effective leadership involves matching a leadership approach to the characteristics of employees and the work situation. 4.Identify five characteristics of effective leaders 5.Understand the vital role communication plays in influencing others in a business organization and describe a model of persuasive communication. 6.Define organizational politics and understand how political tactics are used to influence and persuade others.

6 - 4 Chapter 6 Leadership, Influence, and Communication in Business Leadership Managers are responsible to the stakeholders To effectively and efficiently use the resources of land, labor and capital To plan, organize, lead and control the organization to the accomplishment of it mission

6 - 5 Chapter 6 Leadership, Influence, and Communication in Business Power Five types - one's ability to make others do something they would not otherwise have done

6 - 6 Chapter 6 Leadership, Influence, and Communication in Business Power Legitimate Reward Referent Expert Coercive

6 - 7 Chapter 6 Leadership, Influence, and Communication in Business Power Inherent in these five functions of power is an incentive system The charismatic leader usually possesses more than one type of

6 - 8 Chapter 6 Leadership, Influence, and Communication in Business Power Power is influence and impacts upon work attitudes and behaviors

6 - 9 Chapter 6 Leadership, Influence, and Communication in Business Power Critically important work behaviors Level of job effort Both quality and quantity and reliability of work performance Unexplained absences Intention to quit job and leave company

Chapter 6 Leadership, Influence, and Communication in Business Leadership and Power Effective leadership results when manager use their power in ways that promote work behaviors and attitudes that lead to higher employee performance

Chapter 6 Leadership, Influence, and Communication in Business Leadership and Power The critical ingredient is the correct use of the different sources of power

Chapter 6 Leadership, Influence, and Communication in Business Leadership Theory The contingency theory of aligns employee characteristics with the workplace setting Four possible approaches to leadership and has the ability to enhance work behaviors and attitudes

Chapter 6 Leadership, Influence, and Communication in Business Leadership Theory Approaches to leadership include: -Directive -Supportive -Participative -Achievement-oriented

Chapter 6 Leadership, Influence, and Communication in Business Leadership Theory Two determining parts of this theory are the employee characteristics and workplace settings to effectively blend the correct approach to leadership

Chapter 6 Leadership, Influence, and Communication in Business Leadership Theory Employee characteristics include: -Skill level -Achievement need -Locus of control -Nature of tasks/job -Group cohesiveness.

Chapter 6 Leadership, Influence, and Communication in Business Five characteristics of effective leaders 1. Intuition, intelligence, and cognitive ability 2. Energy, drive, and need for achievement 3. Good ethics and moral integrity 4. Emotional intelligence and empathy 5. Self-confidence and internal locus of control

Chapter 6 Leadership, Influence, and Communication in Business Characteristics of effective leaders The more that managers possess these characteristics the more likely they are to function effectively as leaders

Chapter 6 Leadership, Influence, and Communication in Business Influence A leader’s goal is to influence and persuade employees to develop work attitudes and behaviors that increase a company’s efficiency and effectiveness

Chapter 6 Leadership, Influence, and Communication in Business Influence Managers share information by effective communication and assuring there is understanding of the message

Chapter 6 Leadership, Influence, and Communication in Business Communication The communications model Sender Message Receiver

Chapter 6 Leadership, Influence, and Communication in Business Communication To communicate effective there must be feedback The most persuasive communication method is face- to-face meetings

Chapter 6 Leadership, Influence, and Communication in Business Organizational Politics The activities that managers and employees at all levels engage in to increase their power and their ability to influence and persuade others so they can achieve their goals

Chapter 6 Leadership, Influence, and Communication in Business Organizational Politics Political tactics are the specific courses of action managers and employees engage in to gain the support of, and overcome the resistance of opposition of, other people

Chapter 6 Leadership, Influence, and Communication in Business Organizational Politics Political tactics include: -Attacking and blaming others versus making everyone a winner -Reducing uncertainty

Chapter 6 Leadership, Influence, and Communication in Business Organizational Politics Political tactics include: -Using objective information, without a replacement in a central position -Building coalitions and alliances