1. FACULTY OF ECONOMICS Leadership Chapter#4 By Najibullah Neyazi

2. FACULTY OF ECONOMICS A Model Of Power And Influence Power: Ability to bring change in someone. Influence: It’s the level of change that has occured within the follower. Example: A mother has the power to punish her child by taking his phone etc. The influence on the child is determined by the degree in which his behavior has changed to handle the angry mom.

3. FACULTY OF ECONOMICS A Model Of Power And Influence There are different tactics that the leader can use depending on the leaders characterstics behavior and situation. For example a mom can influence child using fear as controlling tactics or use rewards tactics. As result of the leaders influence tactics there are three outcomes, Committment Compilance Resistance

4. FACULTY OF ECONOMICS A Model Of Power And Influence 1.Committment (Successful outcome): The follower is enthusaistic and willing to accept your request and make full effort. 2.Compilance(Partailly successful):The follower is not happy about accepting your request and makes only modest effort. 3.Resistance(Unsuccessful outcome):The follower is neither accepting a request nor doing the job.

5. FACULTY OF ECONOMICS A Model of Power and Influence 5 Leader Traits Leader Behavior Situation Influence Tactics Influence Outcomes: Commitment Compliance Resistance

6. FACULTY OF ECONOMICS A Model Of Power And Influence The leaders personality traits affect the outcome of influence tactics. An exteraverted and warm leader can use better tactics to influence others than cold and interaverted leader. The leaders behavior also affects the outcome of influence. A good leader who performs well is a good role model. Finally the situation also determines which inflluence tactics are effective. For example in some environments democratic style is working well and in some autocratic.

7. FACULTY OF ECONOMICS Descriptive and explaination of influence tactics Influence tactics can be : Ethical Unethical Some tactics can be placed in both categories based on their usage for example joking and kidding can be ethical or unethical.

8. FACULTY OF ECONOMICS Ethical tactics Leading by example and respect : Be a positive role model by correcting actions and words Being respected helps in leading by example because group members follow the example of leaders they respect. Using rational persuation: Using logical arguments and evidence to convince people that a task is attainable and needed to achive goal.

9. FACULTY OF ECONOMICS Ethical tactics Developing a reputation as a subject matter expert Subject matter expert means possessing expert knowledge in a relevant field and continually updating on that knowledge. Expert can get others accomplish works because people are influencd by experts and listen to them. Exchanging favors and bargaining: Offering to exchange favors if another person will help you achieve a work goal.

10. FACULTY OF ECONOMICS Ethical tactics Making an inspirational appeal and emotional display: The leader must understand values and motives of the target and explain to group members how their efforts have impact outside the company. Consulting: Consulting wtih group memebers before decision making helps to motivate them.

11. FACULTY OF ECONOMICS Ethical tactics Being a team player: To be a part of team when neccessary is important for getting work to be done. Legitimating and request: Show that your request is consistent with the organization policies and in your authority. Ex:Top management wants a 25 percent reduction in customer complaint. Forming coalitions : Sometimes a leader alone can not influence the group so he forms a coalition.

12. FACULTY OF ECONOMICS Unethical tactics Delibrate Machiavellianism:(decieve) To manipulate others by making untrue statements or fake behavior. Undue Pressure: When rewards turn to be bribe and punishment turn to be threat. Debasement Insulting others to get the job be done.

13. FACULTY OF ECONOMICS Unethical tactics Upward Appeal: Leader request higher management assistance in gaining a person’s compliance. So the influence target feels pressured. Ingratiation: To show deceptive behavior.eg. Shaking hands, talking politely, praising others and make others feel important.

14. FACULTY OF ECONOMICS Unethical tactics Joking and Kidding: Good mannered jokes are effective to criticize someone straight forward. It also lowers the risk that target will be angry.

15. FACULTY OF ECONOMICS Sequencing Of Influence Tactics Usually leader should begin with most positive tactics, incase no advantage is taken so the leader may proceed with a stronger tactic.