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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:

How Power is Converted to Influence in Leadership

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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.

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Power Converted To Influence

  • “The process of affecting others’ attitudes and behavior in order to achieve an objective.”

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Types of Influence Tactics

  • Legitimization

  • Consultation

  • Rational persuasion

  • Ingratiation

  • Exchange favors

  • Pressure and force compliance

  • Form coalitions

  • Inspirational and personal appeal

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Sources of Power:








Influence Tactics:



Rational persuasion




Rational persuasion

Rational persuasion

Inspirational appeal

Personal appeal


Influence Tactics and Sources of Power

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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!

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Humor as Influence

  • What is the role of humor as influence?

  • How can humor consulting help executives influence others more effectively?

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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?