GAINING POWER AND

INFLUENCE
KAREN B. ALDAY
DISCUSSANT
 DEFINITION OF POWER

Power has been defined as the ability to influence the actions of others, which means that leadership can be
viewed as the effective use of power. Leaders are people who have and use power
- is not necessarily a negative concept , it exists in all human interactions and it’s not always bad
- “ability to act or produce an effect”.
- It is the capacity or potential to influence other people and the strength and courage to accomplish
something.
OTHER DEFINITIONS OF POWER
According to Stephen Covey, power is the vital energy to make choices and decisions and without some measures
of it, a manager or leader would find it difficult to manage the work of his or her subordinates, thereby negatively
impacting the productivity of the organization
Rosen (1959) asserts that the power of a person is determined by his position in an organization, the role he occupies,
his responsibilities and the relationship between who perceive the power position of others and other group members who
have greater power.
McDermott (1985) takes a different view, arguing that the real source of your power is you because you are the source. Your
power is derived from beliefs and values, skills and knowledge. It is based on your identity and influenced by the identity
you project to the world.
 DEFINITION AND TYPES OF POWER

Power is a personal trait that affects people at every social level of their lives. Power gained and lost through
mistakes and bad behavior, but people tend to continue becoming more powerful and influential the longer they
work and live.
Organizational power
POSITIONAL POWERS
known as legitimate power- arises from the culture of society, delegated legitimately by higher establishments
authorities to others. Sources of positional powers are centrality, flexibility, visibility and relevance
A .legitimate power-the capacity to influence others through formal authority
B. Coercive Power
type of positional power, gains compliance through threats or punishment. Use to negative influences
C. Resource power,
another type of positional power, when they have the responsibility to decide what resources are available to
others In the organization,
D. Reward power-refers to the capacity to control and administer things valued by others or the person’s ability to control
the allocation of rewards valued by others and to remove negative sanctions
 DIFFERENT TYPES OF POWER
Personal power-
is also called Relationship power, doesn’t come from title, rank, or
position on the organizational chart; it is derived from who the leader is
personally. The competencies of the leader and his/her relationship skills,
such as the ability to communicate or be persuasive, play an important part
in this power base. Sources are expertise, attraction, effort and legitimacy
Referent Power -is another type of personal power. Celebrities, charismatic
leaders, and other highly-respected people .
individual power based on a high level of identification with, admiration of,
or respect for the powerholder.
 DIFFERENT TYPES AND SOURCES POWER
Expert Power

This is found in those who it is believed are able to help others with performing a certain task or job, or who possess a
unique base of needed information. These leaders can have a positive impact on staff members when they believe,
recognize, and respect the leader’s expertise and track record

Main sources of powers

1. Authority- legitimate power which is vested in leaders within formal organizations. It involves a legal right to make
decisions which may be supported by sanctions.
Authorities re defined essentially as the people who are entitled to make binding decisions' (Bolman and Deal,
1991: 193).
2. Influence represents an ability to affect outcomes and depends on personal characteristics and expertise. Bacharach
and Lawler
 WHAT IS LEADERSHIP INFLUENCE

Influence represents an ability to affect outcomes and depends on personal characteristics and expertise

Leadership influence simply put is an ability to affect others and change their behavior in a given direction.
Effective leaders can use strategies which are designed to impact people’s attitudes, values, and beliefs.
Leaders are influential when they exercise powers
Leaders must acquire and use power to influence others
Influence should not be mistaken for control or power
Methods of influence

Persuasion
The art of rational persuasion allows you to use rational, logical arguments to explain your point of view.
Collaboration
As an influence technique, you can provide support to your subordinates, so they have more reason to commit to
a task.

.
 WHAT IS LEADERSHIP INFLUENCE

Inspiration
Model the behavior you'd like to see from your team and explain how the outcome you want is linked to what the
members of your team value.
 Consultation
You can help members of your team become more motivated and committed to a common issue or task by
asking for input or advice from them.

How to increase your influence as a leader?

1. Provide opportunities for wins.
2. Believe in your people. 
3. Serve others before yourself.
4. Give trust so you can earn trust.
5. Think bigger for others—even bigger than they think of themselves.
6. Truly connect with people.
7. Invest in the success of others.
8. Extend honor to receive respect.
 9.Lead with character.
10.Lift people up.
11.Lead with authority but allow autonomy. 
12.Lead from within

INFLUENCE STRATEGIES
Retribution through intimidation
Reciprocity through ingratiation and bargaining
Reason through appeal to values or presenting facts
 POWER AND INFLUENCE

LEADER
TRAITS

LEADER INFLUENCE
BEHAVIORS INFLUENCE TACTICS OUTCOMES

SITUATION
 The following are some examples of tactics:

Leading by example
Assertiveness
Rationality
Ingratiation
Exchanging favors and bargaining
Inspirational appeal
and emotional display
Joking and kidding
Using rational persuasion
coercing and pressuring their people,
manipulating people and using positional power.
The three influencing tactic
The Head: Logical influencing tactics address people
in a rational or intellectual way.  
The Heart: Emotional influencing tactics connect the
communication or decision to a person’s feelings of
well-being or sense of belonging.
The Hands: Cooperative influencing tactics involve
seeking advice and offering assistance.
“Greatness is not found in Possessions,
Power, Position, Or Prestige. It is
discovered in Goodness, Humility,
Service , and Character”

William Arthur Ward

Thank you …