Power and Influence

1. Power and Influence

2. “You do not lead by hitting people over the head -- that’s assault, not leadership.” Dwight D. Eisenhower

3. Overview • Power vs. Influence • Sources of Power • Transforming Power into Influence • Case Study (OTS only)

4. Power Defined The capacity to produce effects on others

5. Influence Defined The degree of actual change as a result of power

6. Expert Power • Is the power of knowledge • Followers can have more expert power than leaders in certain situations Example: Leader new to unit

7. Referent Power • Refers to the influence one has due to the strength of the relationship between the leader and the followers • Often takes time to develop Example: Followers admire and respect the leader

8. Legitimate Power • One’s formal or official authority Example: Authority you have due to your rank

9. Reward Power • The potential to influence others due to one’s control over desired resources Examples: OPRs, EPRs, PRFs, awards and decorations, Officer/Enlisted/Civilian of the Quarter Award

10. Coercive Power • The potential to influence others through the administration of negative sanctions Examples: LORs, LOCs, Article 15s, Courts-martial

11. Influence Strategies • The Three R’s • Retribution • Reciprocity • Reason • Can be manipulative, inappropriate or dishonest • Knowing about these makes you aware of their use by others

12. Produces immediate effect Follows manager specifications Creates resistance, resentment, alienation Stifles initiative and innovation Use sparingly; reserve for crisis Retribution: Pros & Cons

13. Get results without resentment Both parties benefit Don’t have to justify actions Requires trust History may catch up Subordinates expect negotiation for every request Undercuts group commitment Reciprocity: Pros & Cons

14. Higher form of compliance Relies on commitment to group principles Seen as highly effective Low levels of stress High level of job satisfaction Demonstrate that you will not use coercion and intimidation Takes time to build trust and understanding More people and more time Reason: Pros & Cons

15. Upward Influence • Influence on a superior • Influence to shield subordinates from distraction from getting job done • Strengthens your power base • Must sell the issue of concern to superiors • Must be important to you and the boss • Important enough to require attention

16. Trickle-Up Influence • Necessary because of decentralization of today’s workplace. • Superiors need to be informed. • Speak up - talk about good ideas to superiors • Team up - gather allies for credibility • Lead up - display open-mindedness, support, trust • Be straightforward

17. Power for Effective Leadership • Establish power through personal attributes • Transform power into influence using • Retribution • Reciprocity • Reason • Use power to engender trust • Emphasize reciprocity and reason • Use retribution in crises • Influence flows downward and upward • Motivation for upward influence should be for good of group, not personal ambition

18. Case Study

19. Summary • Power vs. Influence • Sources of Power • Transforming Power into Influence • Case Study (OTS only)

20. “ Whoever knows how to restrain and effectively release power finds . . . that power flows back to him.” A. Bartlett Giamatti A Good Thought

21. “ Leaders who share their power and their time can accomplish extraordinary things. The best leaders understand that leadership is the liberation of talent; hence they gain power not only by constantly giving it away, but also by not grabbing it back.” MG Perry Smith, “Learning to Lead” Marine Corps Gazette, Jan 1997 A Better Thought