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Power & Influence. Power vs. Influence Sources of Power Transfer Power into Influence – Three R’s – Upward Influence Case Study (OTS Only)Overview.

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Presentation on theme: "Power & Influence. Power vs. Influence Sources of Power Transfer Power into Influence – Three R’s – Upward Influence Case Study (OTS Only)Overview."— Presentation transcript:

1 Power & Influence

2 Power vs. Influence Sources of Power Transfer Power into Influence – Three R’s – Upward Influence Case Study (OTS Only)Overview

3 Power - capacity to produce effects on others Influence -the change in attitudes, values, beliefs, or behavior as a result of power Power vs. Influence

4 4 Is the power of knowledge Followers can have more expert power than leaders in certain situations Example: Leader new to unit Expert Power

5 5 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 Referent Power

6 6 One’s formal or official authority Example: Authority you have due to your rank Legitimate Power

7 7 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 Reward Power

8 8 The potential to influence others through the administration of negative sanctions Examples: LORs, LOCs, Article 15s, Courts- martial Coercive Power

9 Three R’s – Retribution – Reciprocity – Reason Persuasive Manipulative Upward Influence Transform Power into Influence

10 Three R’s – Retribution: threatening Direct - explicit threat of punishment (coercion) Indirect - threat is implied rather than stated (intimidation) Transfer Power into Influence Pros Produce immediate effect Follows manager specification Cons Creates resistance, resentment, & alienation Stifles initiative & innovation

11 Three R’s – Reciprocity: compliance by satisfying the needs of both parties (favors thru social obligations) Transfer Power into Influence 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

12 Three R’s – Reason: articulation of the concept; subordinates recognize the value of the plan Transfer Power into Influence 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

13 Three R’s – Reason: articulation of the concept; subordinates recognize the value of the plan Transfer Power into Influence 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

14 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 Influence

15 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 Transfer Power into Influence

16 Establish power thru personal attributes (pp ) 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 Interim Summary

17 Case Study

18 Power vs. Influence Sources of Power Transfer Power into Influence – Three R’s – Upward Influence Case Study (OTS Only)Summary

19 A Good Thought 19 “ Whoever knows how to restrain and effectively release power finds... that power flows back to him.” A. Bartlett Giamatti

20 A Better Thought 20 “ 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


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