1. 1 Pertemuan 12 (Off-Class) Power and Influence Matakuliah: MPG09344-010 / Leadership and Organisation Tahun: 2007 Versi: versi/revisi 1

2. 2 Learning Outcomes After studying this chapter students should be able to: Understand how position an personal attributes can be a source of power for leaders. Understand the process by which power is acquired or lost in organisation. Understand the major findings in research on consequences of power for leadership effectiveness. Understand the different psychological processes that explain how leaders influence people. Understand the different outcomes of influence attempts and the factors that determine the outcome. Understand the different types of influence tactics used in organisations. Understand how these tactics are typically used in influence attempts with subordinates, peers, or superiors. Understand the major findings in research on the relative effectiveness of different influence tactics.

3. 3 Outline Materi Conceptions of Power and Authority Power Types and Sources How Power is Acquired or Lost Consequences of Position and Personal Power How Much Power Should Leaders Have? Types of Influence Behaviour Power and Influence Behaviour Research on Influence tactics Summary Review and Discussion Questions Cases

4. 4 Power and Influence

5. 5 Continued…. Referent Power –Derived from the desire of others to please an agent toward whom they have strong feelings of affection, admiration, and loyalty (French and Raven, 1959) –Strong referent power tend to increase the agent’s influence over the target person even without any explicit effort by the agent to invoke this power. –Another way to exercise referent power ; Role Modeling

6. 6 Ways to acquire and maintain referent power –Show acceptance and positive regard –Act supportive and helpful –Use sincere forms of ingratiation –Defend and back up people when appropriate –Do unsolicited favors –Make self-sacrifices to show concern –Keep promises

7. 7 Expert Power –Task-relevant knowledge and skill are a major source of personal power in organisations. –Agent has the expertise; Target recognizes it –Specialized knowledge and technical skill will remain a source of power only as long as there is continued dependence on the person who possess them.

8. 8 Guidelines for using expert power –Explain the reasons for a request or proposal and why it is important –Provide evidence that a proposal will be successful –Don’t make rash, careless, or inconsistent statements –Don’t exaggerate or misrepresent the facts –Listen seriously to the person’s concern and suggestions –Act confidently and decisively in a crises

9. 9 Ecological Power –Control over physical environment, technology, and organisation of the work provides an opportunity for indirect influence over other people. –“Situational Engineering” or “Ecological Control” –Control over the physical work environment

10. 10 How Power is acquired or Lost Social Exchange Theory Strategic Contingencies Theory Strategic Contingencies Theory

11. 11 Video Watch video Leadership puppet; The Law of Influence

12. 12 Types of Influence Behaviour –Rational persuasion –Apprising –Inspirational appeals –Consultation –Exchange –Collaboration –Personal appeals –Integration –Legitimating tactics

13. 13 –Pressure –Coalition tactics Other types of influence Behavior

14. 14 Power and Influence Behaviour Leader Power Leader influence behavior Influence Outcomes Commitment Compliance Resistance Effects of agent power and influence behaviour on influence outcomes

15. 15 Research on Influence tactics Directional differences in use of influence tactics Influence tactics and objectives Sequencing of tactics Effectiveness of influencing tactics Effectiveness of tactic combination Limitation of research on influence tactics

16. 16 Summary –Definition of power –Power and influence –Social exchange theory –Personal versus position power