DYNAMICS OF GROUP BEHAVIOUR

INFLUENCE: YOUR MECHANISM FOR USING POWER

Faculty: Dr. Saleena Khan

Submitted by: Group 4 | Section B
Adithya Ramkumar 2015072
Aman Malhotra
2015079
Chitrini Chalmela 2015091
Karan shah
2015095

Nikunj Agarwalla 2015103

Radhika Rathi
2015111
Srikant Hegde
2015118
Surbhi Kumari
2015121

INTRODUCTION
Real Power is obtained through some kind of expression unlike organizational power which has
only a potential. In organizational context power is often expressed as the ability to change,
direct or affect the way people behave without threatening or ordering them. Power which is not
used for self-protection or to serve ones own ambitions is worthless, power only becomes
significant if it is used to achieve legitimate goals.

OBJECTIVES

To identify the limitations of direct power and how power can be used indirectly by managers
to influence the desired outcomes.
To understand how to strengthen and expand ones sphere of influence and escalate influence
through currencies of exchange

CONCEPTS
Influence and Power
Influence is the ability to change, affect or direct the actions or behavior of others without
threatening or ordering them. On the other hand, Power is something which we can possess
whereas, influence is something we do. E.g. someone at higher authority has power over his
subordinate and he can influence the action of these subordinates by using his power. Desired
result can be attained by influence without using coercion, or command, unlike power.
Direct application of power has certain limitations

Individuals on whom the power is exerted may do the work half heartedly
Exerting power will drain the power battery

Exception to this limitation is during crisis, where power applied directly is accepted and
welcomed.
Effective leaders understand that success lies in using power indirectly. Influence goes both
ways, in order to effectively influence, one must be open to influence by others.
Being open to influence by others results in important consequences:

It is a gesture of trust and respect

It can help in gaining information and insights about the environment, people who close
themselves from influence risk being blindsided about the information about the
organization environment.

Being an active listener is one of the way to be open to influence. It helps to gain information the
other person is trying to communicate as well as signals that one is alert and wants to hear what
the other person has to say. Other way is to ask open ended questions that do not limit the answer
of other person to a yes or a no and allows them to express their views and opinions.
The ideas and opinions taken must be translated into actions. People respect managers who take
their ideas into consideration. This respect will naturally make them open to influence by the
manager.
Sphere of Influence
The domain in which one can exert influence effectively is his/her sphere of influence. Influence
will be strong in some sphere and weak in others.
Two factors determine the strength of influence:

Any form of power (Positional, Personal and Relational)

Level to which others are dependent on you.

Sphere of Influence
In order to be influence effectively, one must expand or strengthen their sphere of influence.
Some of the ways to do so are:

A person should identify the sphere that is the most relevant in attaining success
A person should be flexible and adaptive to any positive change which requires being
influenced by others.
Portraying power into areas that is significant.
Escalating ones positional, personal and relational power
Creating positive dependency by other
Influence through Currencies Exchange

Currencies i.e. Goods and services at ones disposal can be used to build influence among others
in organization. These currencies can be information, promotion, and technical assistance.
When someone values the intangible services or tangible goods that one provides, the later gains
more level of influence over the former. It is beneficial to have a deep rooted knowledge about
the sources of motivation, inspiration and subjects that concerns people rather than having an
over view of all the things superficially.

MANAGERIAL LEARNINGS

Understanding how we can make full effective use of power and how to rightly understand
the sphere in which our power will be useful.
Understanding the importance of being more adaptive to any positive change that is at our
disposal for the achievement of organizational gorals.
Figuring out when and where power is to be used and how much power is to be exercised.