Presentation is loading. Please wait.

Presentation is loading. Please wait.

GUIDELINES ON BUILDING AND USING POWER Source: Yukl (1998)

Similar presentations


Presentation on theme: "GUIDELINES ON BUILDING AND USING POWER Source: Yukl (1998)"— Presentation transcript:

1 GUIDELINES ON BUILDING AND USING POWER Source: Yukl (1998)

2 Legitimate Power: How to Increase and Maintain Power  Gain more formal authority  Use symbols of authority  Get people to acknowledge authority  Exercise authority regularly  Follower proper channels in giving orders  Back up authority with reward and coercive power

3 Legitimate Power: How to Use Power Effectively  Make polite, clear requests  Explain the reasons for a request  Don’t exceed your scope of authority  Verify authority if necessary  Be sensitive to target concerns  Follow up to verify compliance  Insist on compliance if appropriate

4 Reward Power: How to Increase and Maintain Power  Discover what people need and want  Gain more control over rewards  Ensure people you know control rewards  Don’t promise more than you can deliver  Don’t use rewards in a manipulative way  Avoid complex, mechanical incentives  Don’t use rewards for personal benefit

5 Reward Power: How to Use Power Effectively  Offer desirable rewards  Offer fair and ethical rewards  Explain criteria for giving rewards  Provide rewards as promised  Use rewards symbolically to reinforce desirable behavior

6 Expert Power: How to Increase and Maintain Power  Gain more relevant knowledge  Keep informed about technical matters  Develop exclusive sources of information  Use symbols to verify expertise  Demonstrate competence by solving difficult problems  Don’t make rash, careless statements  Don’t lie or misrepresent the facts  Don’t keep changing positions

7 Expert Power: How to Use Power Effectively  Explain the reasons for a request or proposal  Explain why a request is important  Provide evidence that a proposal will be successful  Listen seriously to target concerns  Show respect for target (don’t be arrogant)  Act confident and decisive in a crisis

8 Referent Power: How to Increase and Maintain Power  Show acceptance and positive regard  Act supportive and helpful  Don’t manipulate and exploit people for personal advantage  Defend someone’s interests and back them up when appropriate  Keep promises  Make self-sacrifices to show concern  Use sincere forms of ingratiation

9 Referent Power: How to Use Power Effectively  Use personal appeals when necessary  Indicate that a request is important to you  Don’t ask for a personal favor that is excessive given the relationship  Provide an example of proper behavior (role modeling)

10 Coercive Power: How to Increase and Maintain Power  Identify credible penalties to deter unacceptable behavior  Gain authority to use punishments  Don’t make rash threats  Don’t use coercion in a manipulative way  Use only punishments that are legitimate  Fit punishments to the infraction  Don’t use coercion for personal benefit

11 Coercive Power: How to Use Power Effectively  Inform target of rules and penalties  Give ample prior warnings  Understand situation before punishing  Remain calm and helpful, not hostile  Encourage improvement to avoid the need for punishment  Ask target to suggest ways to improve  Administer discipline in private


Download ppt "GUIDELINES ON BUILDING AND USING POWER Source: Yukl (1998)"

Similar presentations


Ads by Google