1 1 power and influence. 2 2 “you do not lead by hitting people over the head -- that’s assault,...
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“You do not lead by hitting people over the head -- that’s assault, not leadership.”
Dwight D. Eisenhower
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Overview
Power vs. InfluencePower vs. Influence Sources of PowerSources of Power Transforming Power into Transforming Power into
InfluenceInfluence Case Study (OTS only)Case Study (OTS only)
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Influence Defined
The degree of actual change as a The degree of actual change as a result of powerresult of power
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Expert Power
Is the power of knowledge Followers can have more expert
power than leaders in certain situations
Example: Leader new to unit
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Referent Power
Refers to the influence one has due to the strength of the relationship between the leader and the followers
Often takes time to develop
Example: Followers admire and respect the leader
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Legitimate Power
One’s formal or official authority
Example: Authority you have due to your rank
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Reward Power
The potential to influence others due to one’s control over desired resources
Examples: OPRs, EPRs, PRFs, awards and decorations, Officer/Enlisted/Civilian of the Quarter Award
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Coercive Power
The potential to influence others through the administration of negative sanctions
Examples: LORs, LOCs, Article 15s, Courts-martial
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Influence Strategies The Three R’s• Retribution• Reciprocity• Reason
Can be manipulative, inappropriate or dishonest
Knowing about these makes you aware of their use by others
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Retribution: Pros & Cons• Produces
immediate effect• Follows manager
specifications
• Creates resistance, resentment, alienation
• Stifles initiative and innovation
• Use sparingly; reserve for crisis
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Reciprocity: Pros & Cons
Get results without resentment
Both parties benefit Don’t have to justify
actions
Requires trust History may catch up Subordinates expect
negotiation for every request
Undercuts group commitment
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Reason: Pros & Cons
Higher form of compliance
Relies on commitment to group principles
Seen as highly effective
Low levels of stress High level of job
satisfaction
Demonstrate that you will not use coercion and intimidation
Takes time to build trust and understanding
More people and more time
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Upward Influence Influence on a superior Influence to shield subordinates from
distraction from getting job done Strengthens your power base Must sell the issue of concern to superiors• Must be important to you and the boss• Important enough to require attention
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Trickle-Up Influence Necessary because of decentralization of today’s
workplace. Superiors need to be informed. Speak up - talk about good ideas to superiors Team up - gather allies for credibility Lead up - display open-mindedness, support,
trust Be straightforward
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Power for Effective Leadership Establish power through personal attributes Transform power into influence using
• Retribution• Reciprocity• Reason
Use power to engender trust Emphasize reciprocity and reason Use retribution in crises Influence flows downward and upward Motivation for upward influence should be for
good of group, not personal ambition
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Summary
Power vs. Influence Sources of Power Transforming Power into
Influence Case Study (OTS only)
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A Good ThoughtA Good Thought
“ Whoever knows how to restrain and effectively release power finds . . . that power flows back to him.” A. Bartlett
Giamatti
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A Better ThoughtA Better Thought
“ Leaders who share their power and their time can accomplish extraordinary things. The best leaders understand that leadership is the liberation of talent; hence they gain power not only by constantly giving it away, but also by not grabbing it back.”
MG Perry Smith, “Learning to Lead”
Marine Corps Gazette, Jan 1997