Power and Influence

Shubhra P Gaur
Leadership is effective/sensitive use of
power and influence…..
Objectives :
• What is power? Sources ??
• How to acquire more power and wield more
influence ?
 Meaning of Power
Power is the capacity of a person, team, or
organization to influence others.
– Can be acquired
– People may have power they don’t use – some
may not know they possess
– A perception- of people who are being influenced
( perception can be created)
CHALLENGE is to get commitment and
avoid resistance

people oppose the behavior desired by the influencer

motivated by external sources

(rewards) to implement request

identify with and

highly motivated to
implement request

Resistance Compliance Commitment

Sources of Power in organizations-Granted by THE
‘influenced’ because they believe that the ‘influencer’ has the…..

FORMAL PERSONAL
• Legitimate power (formal • Referent power Personal
authority) characteristics that they find
attractive (charisma)-identify with,
• Reward like and respect
• Punishment • Expert power
• Information Power
• Effort put in the success
of the organization
• Social Capital or power of
social network and
relationships/
connectedness
 Social Networks (generate power
through social capital)
Social structures of individuals or social units
that are connected to each other through one
or more forms of interdependence.
Physical
Expertise proximity

Common
status Kinship
 Conditions necessary to translate
sources of power into meaningful power
….
Sources Power
of Power over others

Contingencies of
Power..conditions

Substitutability
Centrality
Visibility
Influence TACTICS
 Influence tactics
Inspirational appeal Values, ideals, aspirations
Consultation Seeks participation
Silent Authority Using legitimate power
Upward appeals Appeal to higher authority
Information control Manipulating,Withholding, Filtering
Coalition tactics Seeking aid of significant others
Assertiveness Demands,threats,check,reminders
Exchange Past /present favors, reciprocated
Ingratiation Praise, flattery, helpful
Persuasion Logical argument, facts
 Soft Influence Tactics lead to
commitment…but ALL are important

Hard Influence Soft Influence

Tactics Tactics

Silent authority Persuasion

Upward appeal Ingratiation &
Coalition formation impression mgt
Information control Exchange
Assertiveness

Resistance Compliance Commitment

Effectiveness of Influence Tactics…
• “Soft” tactics generally more acceptable than
“hard” tactics
• When the influenced is unwilling…often need
to use “hard” tactics
• Appropriate influence tactic depends on:
– Influencer’s power base
– Organizational position
– Cultural values and expectations
Influence Influence tactics
direction
Upward Rational persuasion
Nonchalance with
reasoned aggression
Downward Rational persuasion
Inspiraional appeal
& personal appeals
Lateral Rational persuasion
Consultation, Coalition
& personal appeals
Three principles of persuasion

Logos

Pathos

Ethos- trust, credibility..ethical

TIPS: One can enhance one’s power
through acquiring
Referent
(identification)

Expertise Social network

Influence
Tactics

VSC Information
In conclusion...Effective leaders.....
1. Are Ethical, Responsible and Sensitive in using
power
2. Work for organization benefits
3. Combine different sources of power...effective
influence tactics...and ELP
4. Enhance
– Expert power
– Referent power
– Social capital
– Have Information edge
• https://hbr.org/1977/07/power-dependence-
and-effective-management
• https://hbr.org/1970/05/power-and-politics-
in-organizational-life
• https://hbr.org/1970/05/power-and-politics-
in-organizational-life
And now the ‘political behaviour’
within organizations…
 Political Behaviour
• It may be defined as activities that are not
required as part of one’s formal role in the
organization, but that influence or attempt to
influence , the distribution of advantages and
disadvantages within the organization
• Behaviours that others perceive as self-
serving tactics for personal gain at the
expense of other people and possibly the
organization
 Which one is applicable to u?
1. I hate my organization because it is a highly political
one
2. I like my work and everything about the organization
but I hate the politics at work place…
3. I dislike politics but to save myself, I will at least try
and understand it
4. I actually would like to know and use it for my own
benefit
5. I actually would like to know and use it for the
benefit of my organization
6. I love politics
 Your thoughts and understanding PB in
organizations ?
• Do you perceive political behaviour at
workplace as
– An opportunity or
– A threat
• Rate your understanding of political behaviour
at workplaces
– Good
– Moderate
– poor
 FINDING On POLITICAL BEHAVIOUR
PERCEPTION UNDERSTANDING RESPONSE OUTCOME
OPPORTUNITY GOOD ADAPTIVE INC REASED
JOB
SATISFACTION

GAINS LIKE
PROMOTION

THREAT POOR DEFENSIVE VERY LOW JOB

SATISFACTION

INCREASED
STRESS &
ANXIETY
REDUCED
PERFORMANCE
It is not possible to have PB free
organization
 Why?
1. Different goals
2. Different values
3. Different interests
4. Limited resources create competition among people:
– Budgetary allocations
– Space
– Responsibilities
– Salaries
5. Decision making cannot be completely based on
objective criteria.
INDIVIDUAL & ORGANIZATIONAL FACTORS
IN POL BEHAVIOUR

Individual
POLITICAL
Get REWARDS
BEHAVIOUR
/Avert
PUNISHMENT

Organizational
• Political skill is the ability to influence others
to achieve one’s objectives without others
detecting it. …acquire it…
• Influence attempts are acceptable if for
organization good and not self
 Organizational Factors...

Tolerance of Scarce
Politics Resources
Conditions
Supporting
Organizational
Politics Decisions
based on
Organizational
Change discretion and
ambiguous
rules
How can organizations manage PB?
Conditions which promote PB
1. Scarce Resources
2. Tolerance
3. Organizational Change
4. Decisions based on
ambiguous rules and
discretion
Ways to reduce PB
1. Introduce clear rules for
scarce resources
2. Suppress norms that
support or tolerate self-
serving behavior
3. Effective organizational
change practices
4. Give employees more
control over their work and
Keep employees informed
Make it a subject of your
interest…
Even if u do not find it interesting
 Based on… Photo novel experience
or any other group’s experience
• Write down behaviours /factors
– which hindered your group to reach towards
consensus. Give examples
– which facilitated your group to reach towards
consensus. Give examples
• List the skills required to reach a consensus in
a team decision making scenario.

 Factors hindering consensus
• Domination by a few
• Withdrawal by a few
• Tendency to make a quick decision
• Voting
• Avoiding confrontation
• Trading or compromising
 Factors facilitating consensus
• Concern for others
• Listening
• Identifying and using resources
• Discussing underlying assumptions and logic
• Testing consensus and disagreements
• Process orientation
 Processes and Skills
required for consensus
 Processes and Skills –
1.functional/technical
2.Problem
Solving

3.Task 4.Team
Facilitating Building
 Problem solving process /skills
• Deciding priorities (enough time on
priorities)
• Analysing the problem at several levels
• Generating alternatives
• Discussing consequences of each alternative
• Developing criteria for decision making
• Decision-Reviewing
 Task facilitating process /skills
• Initiative for discussion
• Information-seeking
• Giving Information
• Summarising
• Synthesizing
• Focussing on strategies
• Time-keeping
 Team-building process /skills
• Listening
• Expressing and responding to feelings
• Gate-keeping
• Supporting
• Building upon others’ ideas
• Encouraging silent members
• Process reviewing
 Points to remember ……
1. Monitor processes (ps, tf and tb)
2. Identify your skills : (s and w)
3. Identify factors facilitating /hindering
development of consensus
4. Be sensitive to the resources available in the
team and need to use them
5. Dominant climate of the group- reaching effective
decision vs concern to get one’s own solution
accepted in a group
How can synergy be created in a group? Do’s

listen to each other and Commitment towards the

arrive at a decision on the decision in spite of
use the resources (skills
basis of rationale after different viewpoint.
and knowledge)
reviewing all the
represented by each motivation to achieve the
viewpoints
member accepted goal.