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  the use of one’s personality, beliefs, values, social skills, knowledge, and power to influence other peoples’ thoughts, feelings, and behavior. Effective leader  a person who can persuade his or her subordinates to work hard and perform at high levels.

6 - 5 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 - 6 Chapter 6 Leadership, Influence, and Communication in Business Power The ability of one person to make other people or groups do something that they would not have otherwise done. Five types - one's ability to make others do something they would not otherwise have done Evaluate leadership style and relate to types of power. What is the relationship?leadership style

6 - 7 Chapter 6 Leadership, Influence, and Communication in Business Power Legitimate  the rightful authority to direct and control employees’ activities. Reward  a leader’s ability to recognize and acknowledge employees who perform their jobs in a way that meets or exceeds the requirements of their job and company. Referent  leader’s ability to influence and persuade other people because of personal qualities that make them attractive to others and effective in social situation. Expert  a person’s recognized expertise or superior skill in a particular functional area of business Coercive  leader’s ability to sanction or punish employees who fail to meet job and company requirements.

6 - 8 Chapter 6 Leadership, Influence, and Communication in Business Power Inherent in these five functions of power is an incentive system (a system of rewards and sanctions that shapes, influences, and controls the way employees behave at work The charismatic leader usually possesses more than one type (an exceptionally effective leader whose referent and expert power results in followers perceiving them as someone who personifies a company and what it stands for)

6 - 9 Chapter 6 Leadership, Influence, and Communication in Business Power Power is influence and impacts upon work attitudes and behaviors

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 managers 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 Evaluate illustration of leadership theory and relate to the types of powerleadership theory

Chapter 6 Leadership, Influence, and Communication in Business Leadership Theory The contingency theory aligns employee characteristics with the workplace setting The theory that effective leadership occurs when managers adopt a leadership approach that matches the characteristics of their employees and the work 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 (provide guidance & training, scheduling, maintaining clear work performance standards, etc) -Supportive (being friendly and approachable, treating worker as equal, acting in a non-threatening way) -Participative (involving employees in work scheduling, encouraging suggestions and consulting. -Achievement-oriented (setting challenging goals, demonstrating confidence in employees)

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 Evaluate Four Traits of Effective Leaders and relate to types of power and influenceFour Traits of Effective 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 Evaluate influence within leadership relating to the types of power and key behaviorsinfluence Evaluate the role of leadership in the Breaking Thru video and relate to influence and communicationBreaking Thru

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 effectively 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 Evaluate CIO Judi Zito’s five survival techniques and relate to LeadershipCIO

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 Evaluate the role of leadership in the Exceptional Entrepreneur video and relate to influence and communicationExceptional Entrepreneur