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Influence with Impact:

Influence with Impact:. How Power is Converted to Influence in Leadership. Sources of Power. Positional Power: Legitimate : Based on one’s formal authority or positional role in the organization. Reward : Based on potential benefits provided.

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Influence with Impact:

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  1. Influence with Impact: How Power is Converted to Influence in Leadership

  2. Sources of Power • Positional Power: • Legitimate: Based on one’s formal authority or positional role in the organization. • Reward: Based on potential benefits provided. • Coercive: Based on threat or fear of consequences. • Personal Power: • Connection: Based on one’s network and politics. • Information: Based on access to information. • Expert: Based on expertise, skill, or knowledge. • Referent: Based on others’ identification & admiration.

  3. Power Converted To Influence • “The process of affecting others’ attitudes and behavior in order to achieve an objective.”

  4. Types of Influence Tactics • Legitimization • Consultation • Rational persuasion • Ingratiation • Exchange favors • Pressure and force compliance • Form coalitions • Inspirational and personal appeal

  5. Sources of Power: Legitimate Reward Coercive Connection Information Expert Referent Influence Tactics: Legitimization Consultation Rational persuasion Exchange Pressure Coalitions Rational persuasion Rational persuasion Inspirational appeal Personal appeal Ingratiation Influence Tactics and Sources of Power

  6. Political Behavior as Influence • Networking • Social networks are increasingly important to an individual’s ability to influence others and achieve goals. • Reciprocity • Working for others builds a solid network and expands a skill set. • Coalitions • Coalitions build credibility • Remember issue selling!

  7. Humor as Influence • What is the role of humor as influence? • How can humor consulting help executives influence others more effectively?

  8. Case Study: Muhammad Yunus • Influencing others • Increased quality of life for borrowers • More micro-lending from non-profit and for-profit companies • Recognition: • 2006 Nobel Peace Prize • Questions: • How did Yunus influence others? • What can you learn from his story about influence and leadership?

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