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LEADERSHIP
POWER-VALUES-TRAITS AND POWER & INFLUENCE
BEHAVIOUR

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Power
• It is the capacity to produce effect on others
• It is the potential to influence on others

LEADERSHIP Influence
POWER & INFLUENCE • It is the change in the target agent’s
• Attitude, Values, Beliefs or Behaviours
Influence Tactics
• It is the methods, behaviours which one person
uses to change the other person’s attitude,
values, beliefs or behaviours
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Interaction of Forces
LEADER

SOURCES OR DISPLAY OF POWER

FOLLOWERS SITUATION

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Sources or Display of Power

• Shape of the table
Expert Power
• Mode of Travel • It is the power of knowledge
• Office surroundings or ambience created • In a knowledge based work it is essential
• People around
• Dress
• Meeting method
• Seating arrangements
• And many more ………….

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Referent Power
• It is the influence that the leader has due to
the strength of the relationship between the
leader and the followers
FIVE SOURCES OF POWER
• Takes time to develop
• May have negative side effect

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Sources of Power
LEADER Legitimate Power
• It is derived by the leader due his/her
Expert
organisational role and position
Referent Coercive • Leader has the authority only as long as he or
she occupies the psition
Reward
FOLLOWERS SITUATION
• Legitimate authority and leadership are not
Legitimate the same thing

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Reward Power Need for Power

• It is the potential; a leader has to influence
others due to his/her control over desired
resources
• This may include power to give raises, bonuses,
promotions etc
• Can change the attitude and behaviour of
others
• Overemphasis of reward may have negative
effect
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• It is varying the motivation to influence or control
others
• Seek positions to influence others and thus derive
psychological satisfaction
• Two types
– For personalised power: Self Centered needs, not
for group or organisation
– For Socialised Power: For higher goals to others or
organisations
• TAT for testing the types
• Tension between the leader and the follower due to
variation in the types of need for power
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Coercive Power
• It is the potential to influence others through
administration of negative sanctions or
removal of positive events INFLUENCE TACTICS
• Ability to control others through fear of TYPES ASSESSED THROUGH
punishment or loss of valued outcome
IBQ
(Influence Behaviour Questionnaire)

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Nine Types of Influence Tactics

• They are methods used to influence others
• Rational Persuasion: Use of logical arguments or
factual evidence
• Inspirational Appeals: Playing with emotions and
arousing enthusiasm
NEED FOR POWER • Consultation Approach: When different interest
groups involved for common purpose
• Ingratiation Approach: Through flattery or praising
• Personal Approach: Obtaining favour through
friendship
• Exchange Approach: Exchange of favours between
two
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Nine Types of Influence Tactics

• Coalition Tactics: Seeking support of others to
Thank You
influence the target for
• Pressure Tactics: Influencing target by applying
pressure Your patient listening
• Legitimising Tactics: Influencing based on position or
authority held by them

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Concluding Remarks
• Relationship exists between power and
influencing tactics
• There is no one method is correct or wrong
• A leaders must be aware of all the methods
and skillfully apply depending on the situation
and need

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For the Next class

• Go through Chapter 6 & 7
– Leadership and Values
– Leadership Traits
• Case1 in page 545: “Azim Hasham Premji’s
Value based Leadership

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