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Power & Influence. Overview. Power vs. Influence Sources of Power Transfer Power into Influence Three R’s Upward Influence Case Study (OTS Only). Power vs. Influence. Power - capacity to produce effects on others

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Presentation Transcript
overview
Overview
  • Power vs. Influence
  • Sources of Power
  • Transfer Power into Influence
    • Three R’s
    • Upward Influence
  • Case Study (OTS Only)
power vs influence
Power vs. Influence
  • Power - capacity to produce effects on others
  • Influence -the change in attitudes, values, beliefs, or behavior as a result of power
expert power
Expert Power
  • Is the power of knowledge
  • Followers can have more expert power than leaders in certain situations

Example: Leader new to unit

referent power
Referent Power
  • Refers to the influence one has due to the strength of the relationship between the leader and the followers
  • Often takes time to develop

Example: Followers admire and respect the leader

legitimate power
Legitimate Power
  • One’s formal or official authority

Example: Authority you have due to your rank

reward power
Reward Power
  • The potential to influence others due to one’s control over desired resources

Examples: OPRs, EPRs, PRFs, awards and decorations, Officer/Enlisted/Civilian of the Quarter Award

coercive power
Coercive Power
  • The potential to influence others through the administration of negative sanctions

Examples: LORs, LOCs, Article 15s, Courts-martial

transform power into influence
Transform Power into Influence
  • Three R’s
    • Retribution
    • Reciprocity
    • Reason
      • Persuasive
      • Manipulative
  • Upward Influence
transfer power into influence
Transfer Power into Influence
  • Three R’s
    • Retribution: threatening
      • Direct - explicit threat of punishment (coercion)
      • Indirect - threat is implied rather than stated (intimidation)
  • Pros
  • Produce immediate effect
  • Follows manager specification
  • Cons
  • Creates resistance, resentment, & alienation
  • Stifles initiative & innovation

Effective managers use this sparingly; reserve for crisis

transfer power into influence1
Transfer Power into Influence
  • Three R’s
    • Reciprocity: compliance by satisfying the needs of both parties (favors thru social obligations)
  • Pros
  • Results w/o resentment
  • Both parties benefit
  • Don’t have to justify actions (bargain)
  • Cons
  • Requires trust
  • Expect negotiations for requests
  • Undercuts group commitment
transfer power into influence2
Transfer Power into Influence
  • Three R’s
    • Reason: articulation of the concept; subordinates recognize the value of the plan
  • Pros
  • Higher compliance
  • Commitment to group principles
  • Superiors rate highly effective
  • Low levels of stress
  • High job satisfaction
  • Cons
  • Takes time to build trust
  • More people involved, longer it takes
transfer power into influence3
Transfer Power into Influence
  • Three R’s
    • Reason: articulation of the concept; subordinates recognize the value of the plan

Persuasion

Explicit, direct, and respects the judgment/ability of the subordinate

Manipulation

based on disrespect subordinates’ abilities and a lack of trust in their judgment

transfer power into influence4
Transfer Power into Influence
  • Upward Influence
    • Influence on superior
    • Shield subordinates from distractions
    • Strengthens manager’s power base
    • Issue Selling: convince boss issue requires attention
    • Trickle-Up Influence
transfer power into influence5
Transfer Power into Influence
  • Upward Influence
    • Trickle-Up Influence
      • Necessary because of decentralization of today’s workplace
      • Superiors need to be informed
      • Speak up - talk about good ideas to superiors
      • Team up - gather allies for credibility
      • Lead up - display open-mindedness, support, trust
      • Be straightforward
interim summary
Interim Summary
  • Establish power thru personal attributes (pp. 177-181)
  • Transform power into influence using Three R’s
  • Use power to engender trust
  • Emphasize reciprocity & reason
  • Use retribution in crisis
  • Influence flows up & down chain
  • Upward influence should be for good of group, not personal ambition
summary
Summary
  • Power vs. Influence
  • Sources of Power
  • Transfer Power into Influence
    • Three R’s
    • Upward Influence
  • Case Study (OTS Only)
a good thought

“ Whoever knows how to restrain and effectively release power finds . . . that power flows back to him.”

A. Bartlett Giamatti

A Good Thought
a better thought

“ Leaders who share their power and their time can accomplish extraordinary things. The best leaders understand that leadership is the liberation of talent; hence they gain power not only by constantly giving it away, but also by not grabbing it back.”

MG Perry Smith, “Learning to Lead”

Marine Corps Gazette, Jan 1997

A Better Thought
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