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Influence Tactics of Leaders

Definition: the ability to affect the behavior of others in a particular direction; whereas power is the potential to influence. Influence Tactics of Leaders. Deliberate Machiavellianism Initiate action / Control action Deception, bluffing, manipulation

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Influence Tactics of Leaders

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  1. Definition: the ability to affect the behavior of others in a particular direction; whereas power is the potential to influence InfluenceTactics of Leaders

  2. Deliberate Machiavellianism • Initiate action / Control action • Deception, bluffing, manipulation • Forcing employees to work extra hours of uncompensated time (no promotion, not a team player) Essentially Dishonest and Unethical Tactics

  3. Gentle Manipulation • Untrue statements / faking certain behavior • (might get promotion) • Imply dire consequences to innocent ppl • (work late for all the families) • Bandwagon Technique • Combined with peer pressure to influence • (Bob, everyone else is putting out an effort) Essentially Dishonest and Unethical Tactics

  4. Undue Pressure • Rewards for compliance (bribe) • Excessive threat of punishment • (I’ll recommend a pay raise if you work 80 hours this week) Essentially Dishonest and Unethical Tactics

  5. Leading by Example and Respect: “do as I say and do” Using Rational Persuasion: using logical arguments to convince someone that a proposal is likely to achieve the goal Developing a Reputation as a Subject Matter Expert (SME): Managers who possess expert knowledge in a relevant can get others to help them get work accomplished.

  6. Most effective as an influence tactic with employees Employees become more motivated, because they are apart of decision process Consulting

  7. Exchanging Favors and Bargaining • Share of Benefits, Later Date, Etc. • No immediate assistance • Legitimating a request • Consistent with policies, request endorsed by higher man. • Making Inspirational Appeal • Easier to jump on board (pos. diff. in world) Influence Tactics

  8. Formed when its difficult to influence an individual or group Arrangement of parties working together to combine their power It is a number’s game the more on your side, the more powerful your Coalition is Forming Coalitions

  9. A leader who helps during peak work loads Great tactic when organization is based on team oriented goals than one where tough decisive decisions are made Being a Team Player

  10. Leader who get directly involved with the details and the process of operations Leader has expertise, is task oriented, and leads by example A hands on individual Practicing hands on leadership

  11. Debasement: • Demeaning or insulting oneself to control the behavior of another • “I’ll act humble and she’ll do it” • Ingratiation • Getting someone else to like you especially if you do not like the person • “Only you have the brains and talent to do this” Essentially Dishonest and Unethical Tactics

  12. Joking and Kidding • Using kidding when a straight forward statement might be interpreted as harsh criticism • Upward Appeal • Leader exerts influence on a team member by getting a person with more formal authority to do the influencing • “I sent the guy to my boss when he wouldn’t listen to me that’ll fix him” Unethical Tactics Cont.….

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