1. McGraw-Hill/Irwin
Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.

2. Learning Goals
What is leadership? What is power? What role does power play in leadership?
What are the different types of power that leaders possess, and when can they use those types most effectively?
What behaviors do leaders exhibit when trying to influence others? Which of these behaviors is most effective?
What is organizational politics? When is political behavior most likely to occur?
How do leaders use their power and influence to resolve conflicts in the workplace?
How do power and influence affect job performance and organizational commitment?
What are the ways in which leaders negotiate in the workplace?

3. Discussion Questions Can a leader influence others without power?
How exactly would that influence take place?

4. Leadership and Power Leadership Power
Just because a person has the ability to influence others does not mean he will actually choose to do so.
Power can be seen as the ability to resist the influence attempts of others.

5. Types of Power Organizational Power Legitimate power Reward power
Coercive power

6. Fortune’s 15 Most Powerful Women in Business in 2006
Table 13-1

7. Types of Power, Cont’d Personal Power OB on Screen Expert power
Referent power
OB on Screen
The Queen

8. Types of Power
Figure 13-1

9. Guidelines for Using Power
Table 13-2

10. Guidelines for Using Power, Cont’d
Table 13-2

11. Contingency Factors
Substitutability
Discretion
Centrality
Visibility

12. The Contingencies of Power
Table 13-3

13. Using Influence Influence Influence can be seen as directional.
Most frequently occurs downward (managers influencing employees) but can also be lateral (peers influencing peers) or upward (employees influencing managers).
Influence is all relative.
Absolute power of the “influencer” and “influencee” isn’t as important as the disparity between them.

14. Influence Tactics Rational persuasion Inspirational appeal
Consultation
Collaboration

15. Influence Tactics, Cont’d
Ingratiation
Personal appeals
Exchange tactic
Apprising

16. Influence Tactics, Cont’d
Pressure
Coalitions
Influence tactics tend to be most successful when used in combination.
The influence tactics that tend to be most successful are those that are “softer” in nature.

17. Influence Tactics and Their Effectiveness
Figure 13-2

18. Response to Influence Tactics
Engagement
Compliance
Resistance

19. Responses to Influence Attempts
Figure 13-3

20. Discussion Question
What would it take to have a “politically free” environment? Is that possible?

21. Organizational Politics
Political skill
Networking ability, or an adeptness at identifying and developing diverse contacts.
Social astuteness, or the tendency to observe others and accurately interpret their behavior.

22. The Organizational Politics Process
Figure 13-4

23. Conflict Resolution
There are five different styles a leader can use when handling conflict, each of which is appropriate in different circumstances.
The five styles can be viewed as combinations of two separate factors: how assertive leaders want to be in pursuing their own goals and how cooperative they are with regard to the concerns of others.

24. Styles of Conflict Resolution
Figure 13-5

25. Conflict Resolution, Cont’d
Competing
Avoiding
Accommodating
Collaboration
Compromise

26. When to Use Conflict Resolution Styles
Table 13-4

27. When to Use Conflict Resolution Styles
Table 13-4

28. Why Are Some Leaders More Powerful than Others?
Figure 13-6

29. How Important Is Power and Influence
Power and influence are moderately correlated with job performance.
Power and influence are moderately related to organizational commitment.
When a leader draws on personal sources of power, such as expert power and referent power, a stronger emotional bond can be created with the employee, boosting affective commitment.

30. Effects of Power and Influence on Performance & Commitment
Figure 13-7

31. Negotiations Negotiation Distributive bargaining
Integrative bargaining

32. Takeaways
Leadership is the use of power and influence to direct the activities of followers toward goal achievement. Power is the ability to influence the behavior of others and resist unwanted influence in return. Power is necessary, in that it gives leaders the ability to influence others.
Leaders have five major types of power. There are three organizational forms of power: Legitimate power, reward power, and coercive power. There are two personal forms of power: Expert power and referent power. These types of power can be used most effectively when leaders are central to the work process, highly visible, have discretion, and are the sole controllers of resources and information.

33. Takeaways, Cont’d
Leaders can use 10 different influence tactics to achieve their objectives. The most effective are rational persuasion, consultation, inspirational appeals, and collaboration. The least effective are pressure and the forming of coalitions. Tactics with moderate levels of effectiveness are ingratiation, exchange, personal appeals, and apprising.
Organizational politics are individual actions that are directed toward the goal of furthering a person’s own self-interests. Political behavior is most likely to occur in organizational situations in which individual outcomes are uncertain.

34. Takeaways, Cont’d
Leaders use power and influence to resolve conflicts through five conflict resolution styles: avoidance, competing, accommodating, collaborating, and compromising. The most effective and also most difficult tactic is collaboration.
Power and influence have moderate positive relationships with job performance and organizational commitment. However, for these beneficial effects to be realized, leaders must wield their power effectively and rely on effective influence tactics.
Leaders use both distributive and integrative bargaining to negotiate outcomes.