Definition the ability to affect the behavior of others in a particular direction whereas power is the potential to influence Essentially Dishonest and Unethical Tactics Deliberate Machiavellianism ID: 782341
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Slide1
InfluenceTactics of Leaders
Definition:
the ability to affect the behavior of others in a particular direction; whereas power is the potential to influence
Slide2Essentially Dishonest and Unethical Tactics
Deliberate Machiavellianism
Initiate action / Control action
Deception, bluffing, manipulation
Forcing employees to work extra hours of uncompensated time (no promotion, not a team player)
Slide3Essentially Dishonest and Unethical Tactics
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)
Slide4Essentially Dishonest and Unethical Tactics
Undue Pressure
Rewards for compliance (bribe)
Excessive threat of punishment
(I’ll recommend a pay raise if you work 80 hours this week)
Slide5Leading 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.
Slide6Consulting
Most effective as an influence tactic with employees
Employees become more motivated, because they are apart of decision process
Slide7Exchanging Favors and BargainingShare 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
Slide8Forming Coalitions
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
Slide9Being a Team Player
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
Slide10Practicing hands on leadership
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
Slide11Essentially Dishonest and Unethical Tactics
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”
Slide12Unethical Tactics Cont.….
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”