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Power and Influence

Power and Influence. Class 7 OBHR E-110. “All influential managers have power, but not all powerful managers have influence.” Linda Hill, “Exercising Influence”. Sources of Power. Position/Role Organizational Affiliation (school, company, industry) Relationships/Networks

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Power and Influence

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  1. Power and Influence Class 7 OBHR E-110

  2. “All influential managers have power, but not all powerful managers have influence.” Linda Hill, “Exercising Influence”

  3. Sources of Power • Position/Role • Organizational Affiliation (school, company, industry) • Relationships/Networks • Knowledge and Skills • Personal Currency Martha E. Mangelsdorf, Boston Content Creation, LLC

  4. Common Myths About Power Linda Hill, “Exercising Influence”

  5. Influence through Actions What a Leader is Organizational Managerial Interpersonal PersonalTrustworthiness Trust Empowerment Alignment What a Leader does From Stephen Covey’s, Four Levels of Leadership

  6. What Is Influence? “Reciprocity (give and take) between you and another person(s) that enables you to change or reinforce others' attitudes, opinions, or behaviors.” (Influence Without Authority, 2nd Edition, by Allan R. Cohen and David L. Bradford, 2005)

  7. Circle of Influence Concern Influence • Who/what can help me succeed? • Who/what might serve as a barrier to my success? From Stephen Covey’s, The Seven Habits of Highly Effective People

  8. The Influencing Mindset • Assume all are potential allies • Influence is about exchanging something the other person values for what you want. • Relationships matter • Influence at work requires that you know what you are doing, have reasonable plans, are competent at that task at hand – but that often isn’t good enough. It is just the price of admission. • Influence for the ultimate good of the organization • Recognize that the difficulty with influence is often YOU • Everyone is potentially more influential than they think they are • Influencing uses logical argument to appeal to human emotion • Blends art and science • It can take place in a single meeting or over time through a series of discussions (Adapted from Influence Without Authority, 2nd Edition, by Allan R. Cohen and David L. Bradford, 2005)

  9. Types of Currencies INSPIRATION vision, excellence, morality/ethics TASK resources, information, assistance, support POSITION advancement, recognition, visibility, reputation, networks/contacts, importance/insiderness RELATIONSHIP acceptance, personal support, understanding, inclusion PERSONAL self concept, challenging, ownership, gratitude, involvement Cohen-Bradford Model

  10. Ways to Influence • Convert power to influence through: • Empowering others • Cultivating networks Linda Hill, “Exercising Influence”

  11. More Ways to Influence • Reason • Research • Resonance • Repetition • Resources and rewards • Real-world events • Resistance Lauren Keller Johnson, “Tactics for Changing Minds”

  12. Power and Influence for You • Identify your points of power and influence. • Complete the Influencing Self-Assessment (HMM). • Complete the Influencing Worksheet

  13. Journal Questions • When do I avoid/pursue influencing others? • What’s my biggest barrier/leverage point to influencing others? • What influencing skills might I seek to develop or experiment with? • Where does my power exist/come from? • What power do I need to build upon/develop?

  14. Assignments • Topic for Team Presentation • Teams Share Topics Tonight! • Case Analysis • Class 8, March 19 • Journal Summary #2 • Class 9, April 2 • Summarize Classes 4-8 only, 3 pages • Read Getting to Yes • Class 9, April 2 • Experience of Being Other • Class 11, April 16 • Team Presentations • Groups A-E, May 7th • Groups F-I, May 14th

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