Leadership, Influence, and Communication in Business Chapter Six Leadership, Influence, and Communication in Business © 2007 The McGraw-Hill Companies, Inc., All Rights Reserved. McGraw-Hill/Irwin Introduction to Business

Learning Objectives Appreciate the way a manager’s ability to effectively lead, influence, and persuade other people influences a company’s efficiency, effectiveness, and profitability. Identify the five sources of a leader’s power and understand how leadership involves the effective use of power to influence other people. Differentiate between four main approaches to leadership and recognize that effective leadership involves matching a leadership approach to the characteristics of employees and the work situation.

Learning Objectives Identify five characteristics of effective leaders. Understand the vital role communication plays in influencing others in a business organization and describe a model of persuasive communication. Define organizational politics and understand how political tactics are used to influence and persuade others.

Business Leadership Sources of a Leader’s Power Leader Power and Employee Behavior and Attitudes Tony Knowles’s Leadership Challenge

Business Leadership Leadership Effective leader

Sources of a Leader’s Power Legitimate power Reward power Coercive power Expert power Referent power

Sources of a Leader’s Power Charismatic leader

The Contingency Theory of Leadership Four Types of Leadership Approaches Types of Contingencies Choosing an Effective Leadership Approach Characteristics of Effective Leaders

Four Types of Leadership Approaches Directive leadership Supportive leadership Participative leadership Achievement-oriented leadership

Types of Contingencies Employee contingencies Work-situation contingencies

Employee Contingencies Need for achievement Internal locus of control External locus of control

Characteristics of Effective Leaders Intuition, intelligence, and cognitive ability Energy, drive, and a need for achievement Self-confident and internal locus of control Ethics and moral integrity Emotional intelligence and empathy

Influence, Persuasion, and Communication Situations for Persuasive Communication Becoming a Persuasive Communicator

Influence, Persuasion, and Communication Persuasive communication

Becoming a Persuasive Communicator Sender Receiver

Becoming a Persuasive Communicator Characteristics of the sender Active listening Content of the message Method of communication Characteristics of the receiver

Characteristics of the Sender Credible Possess good speaking and listening skills

Active Listening Pay attention not only to the words that are being said but also to the many other things that are going on in the communication process Nonverbal cues

Characteristics of the receiver Devil’s advocate

The Political Process in Business Organizations Organizational politics Political tactics

Political Tactics The attack-and-blame versus make-everyone-a-winner tactic The reduce-uncertainty and use-objective-information tactic The be-irreplaceable or occupy-a-central-position tactic The building-coalitions-and-alliances tactic