Power and Influence

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Power and Influence
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• You do not lead by hitting people over the head
  -- thats assault, not leadership.
• Dwight D. Eisenhower

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Overview

• Definition of Power
• Sources of Leader Power
• Expert
• Referent
• Legitimate
• Reward
• Coercive
• Influence

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Power Defined

• The capacity to produce effects
• on others

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Sources of Leader Power
Leader
Expert
Coercive
Referent
Reward
Legitimate
Followers
Situation
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Expert Power

• Is the power of knowledge
• Followers can have more expert power than leaders
  in certain situations
• Ex. New leader to the unit

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Exercise

• Leader Power Inventory

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Use this scale to rate the following statements
and total up your score.
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2
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4
5
Strongly Disagree So-So
Agree Strongly Disagree
Agree
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• I have the education and training needed to be
  successful in my job.
• I have relevant knowledge, experience, and skills
  for my job.
• My co-workers see me as the subject matter expert.

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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
• Ex. Followers admire and respect the leader
• Often takes time to develop

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Use this scale to rate the following statements
and total up your score.
1
2
3
4
5
Strongly Disagree So-So
Agree Strongly Disagree
Agree
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• I easily build relationships with others.
• I have an extensive network of friends within the
  organization.
• I can leverage relationships in order to get
  others to take action.

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Legitimate Power

• Ones formal or official authority
• Ex. Authority you have due to your rank

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Use this scale to rate the following statements
and total up your score.
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2
3
4
5
Strongly Disagree So-So
Agree Strongly Disagree
Agree
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• I have a lot of latitude in deciding how or when
  work gets done.
• I have a lot of formal authority in my current
  position.
• I control a budget.

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Reward Power

• Potential to influence others due to ones
  control over desired resources
• Ex. OPRs, EPRs, PRFs, Awards and Decs,
  Officer/Enlisted/Civilian of the Qtr Awards

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Use this scale to rate the following statements
and total up your score.
1
2
3
4
5
Strongly Disagree So-So
Agree Strongly Disagree
Agree
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• I can provide others with monetary rewards when
  they do a good job.
• I use different rewards to motivate different
  people.
• I control a large number of potential rewards or
  benefits to give to others.

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Coercive Power

• Potential to influence others through the
  administration of negative sanctions
• Opposite of Reward Power
• Ex. LORs, LOCs, Article 15s, Court -Martials

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Use this scale to rate the following statements
and total up your score.
1
2
3
4
5
Strongly Disagree So-So
Agree Strongly Disagree
Agree
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• I can withhold perks and privileges if others are
  not doing a good job.
• I have the authority to terminate direct
  reporting individuals if they do not perform.
• I can use formal sanctions to influence others.

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Influence Tactics

• Rational Persuasion
• Inspirational Appeals
• Consultation
• Personal Appeals

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Summary

• Definition of Power
• Sources of Leader Power
• Expert
• Referent
• Legitimate
• Reward
• Coercive
• Influence