Influencing People

Types of power
  • Referent - personal connection.
  • Expert
  • Information
  • Legitimate - job title.
  • Reward - ability give rewards or praise.
  • Coercive - ability punish.

Power - Asymmetrical control over someone else’s outcome.

Benefits of power
  • Power leads to proactivity and action.
  • Power leads to risk taking.
Risks/Costs of power
  • Over confidence.
  • Reduced inclination to take advice.
  • Formal leaders who feel more powerful compared to team members are not good for team performance.
Sources of power
  • Personal
    • Expertise
    • Information
    • Referent
  • Structural - features of your position.
    • Legitimate - Who is the boss? Who is in charge?
    • Reward power
    • Coercion
  • Cognitive
    • Priming - Do others make you feel powerful?
    • Beliefs - Do you feel powerful?
Strategies for building power
  • Structural
    • Use symbols and artifacts to increase perception of your legitimate power. Such as medals, job titles, certificates and so on.
    • Connections to higher powered positions.
    • Use non monetary rewards such as - support, benefits, favors.
    • Avoid coercion, short term gains, but costly over long term.
  • Personal
    • Acquire required expertise and make it public by using credentials, certificates, etc.
    • Develop persuasion ability.
    • Become a broker of information.
  • Cognitive
    • Open body posture.
    • Remind of yourself that you have power.

People with strong moral identity will use power to enable.