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

3. 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.

4. 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.

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

6. Business Leadership
Leadership
Effective leader

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

8. Sources of a Leader’s Power
Charismatic leader

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

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

11. Types of Contingencies
Employee contingencies
Work-situation contingencies

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

13. 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

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

15. Influence, Persuasion, and Communication
Persuasive communication

16. Becoming a Persuasive Communicator
Sender
Receiver

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

18. Characteristics of the Sender
Credible
Possess good speaking and listening skills

19. 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

20. Characteristics of the receiver
Devil’s advocate

21. The Political Process in Business Organizations
Organizational politics
Political tactics

22. 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