1. Irwin/McGraw-Hill The McGraw-Hill Companies, Inc. © 1999 Slide 6-1 Chapter 6 Power and Influence

2. Irwin/McGraw-Hill The McGraw-Hill Companies, Inc. © 1999 Slide 6-2 Chapter Goals  The goal of this chapter is examine power and clarify where it comes from and how it is used.  While we usually think of power belonging to only the leader, it is actually a function of the leader, the followers, and the situation.

3. Irwin/McGraw-Hill The McGraw-Hill Companies, Inc. © 1999 Slide 6-3 Examples of Sources of Power  Talking to a boss and left standing while the boss sits behind the desk  Specific seating arrangements that involve cliques sitting next to each other  Displaying diplomas, awards, and titles  Appearances of title and authority

4. Irwin/McGraw-Hill The McGraw-Hill Companies, Inc. © 1999 Slide 6-4 Five sources of power by which an individual can potentially influence others  Expert Power  Referent Power  Legitimate Power  Reward Power  Coercive Power

5. Irwin/McGraw-Hill The McGraw-Hill Companies, Inc. © 1999 Slide 6-5 Leader Power in Leader-Follower Situation Framework Leader Followers Situation Expert Legitimate Referent Reward Coercive

6. Irwin/McGraw-Hill The McGraw-Hill Companies, Inc. © 1999 Slide 6-6 Influence Tactics  Whereas power is the potential to influence others, influence tactics are the actual behaviors used by an agent to change the attitudes, opinions, or behaviors of a target person.

7. Irwin/McGraw-Hill The McGraw-Hill Companies, Inc. © 1999 Slide 6-7 Types of Influence Tactics  Rational persuasion  Inspirational appeals  Consultation  Integration  Personal Appeals Cont.

8. Irwin/McGraw-Hill The McGraw-Hill Companies, Inc. © 1999 Slide 6-8 Types of Influence Tactics  Exchange  Coalition tactics  Pressure tactics  Legitimizing tactics Cont.