2. Chapter 6 Power and Influence Matakuliah: A0092 - Kepemimpinan Tahun: 2008 / 2009

3. Bina Nusantara Learning Objectives Understand how position and personal attributes can be a source of power. Understand the process by which power is acquired or lost. Understand research on consequences of power for leader effectiveness. Understand different psychological processes that explain how leaders influence people.

4. Bina Nusantara Learning Objectives Understand different outcomes of influence attempts and the factors that determine the outcomes. Understand different influence tactics and how they are used in influence attempts. Understand research on relative effectiveness of different influence tactics.

5. Bina Nusantara The Power of Leadership Influence Power Legitimacy Idiosyncrasy credit Authority Politic

6. Bina Nusantara Conceptions of Power and Authority Power involves the capacity of one party to influence another party. Authority involves the rights, prerogatives, obligations, duties associated with particular positions in an organization or social system.

7. Bina Nusantara Power Types and Sources POSITION POWER Legitimate Power Reward Power Coercive Power Information Power Ecological Power Connection power PERSONAL POWER Referent Power Expert Power Charismatic Power

8. Bina Nusantara Consequences of Position and Personal Power Commitment Compliance Resistance

9. Bina Nusantara How Power is Acquired or Lost Social Exchange theory states power is gained and lost as reciprocal influence processes occur over time between leaders and followers in small groups. Strategic Contingency theory explains the acquisition and loss of power by different subunits and the implications for the organization in changing environments.

10. Bina Nusantara Types of Influence Behavior ProactiveReactive

11. Bina Nusantara Power and Influence Behavior

12. Bina Nusantara Research on Influence Tactics Directional Differences Objectives Sequencing of Tactics

13. Bina Nusantara Authority Strategy Logic Hospitility Coalition Bargainess Firmness Authority Sanction

14. Bina Nusantara The Strategy of Sugestion Rational Persuasion Tactics Inspirational Appeals Tactics Consultation Tactics Ingratiation Tactics Personal Appeals Tactics Exchange Tactics Coalition Tactics Legitimating Tactics Pressure Tactics Evaluation Tactics Collaboration Tactics

15. Bina Nusantara Summary Power is the capacity to influence the attitudes and behavior of people in the desired direction. Authority is the right to influence others in specified ways, and is an important basis for influence in formal organizations.

16. Bina Nusantara Summary The process of gaining or losing power can be explained by social exchange theory or strategic contingency theory. Effective leaders rely more on personal power than position power. The success of a manager depends greatly on the manner in which power is exercised.