COERCIVE

Leadership
Styles & Phrases
“Do what I
say”
“What do
you think”
“Do as I do,
now”
“Try this” “Come with
me”
“People
come first”

Adapted from Daniel Goleman’s “Leadership that Gets Results” Harvard Business Review, March 2000 p.82-83
 COERCIVE • Mobilizes people toward a vision

• “Come with me”

• Demands immediate compliance • Self-confidence, empathy,

change catalyst
• “Do what I say”
• When changes require vision, or
• Drive to achieve, self-control, when a clear direction is needed
initiative
• Most strongly positive
• In a crisis, kick start a
turnaround, or with problem
employees

• Negative AUTHORITATIVE
 • Forges consensus through
AFFILIATIVE participation

• “What do you think?”

• Creates harmony and builds
emotional bonds • Collaboration, team leadership,
communication
• “People come first”
• To build buy-in or consensus, or to
• Empathy, building relationships, get input from valuable employees
communication
• Positive
• To heal rifts in a team or to
motivate during stressful situations

• Positive DEMOCRATIC
 • Develops people for the future
PACESETTING
• “Try this”

• Developing others, self-awareness,

• Sets high standards for empathy
performance
• To help an employee improve
• “Do as I do, now” performance or develop long-term
strengths
• Conscientiousness, drive to
achieve, initiative • Positive
• To get quick results from a highly
motivated and competent team

• Negative COACHING