close

Вход

Забыли?

вход по аккаунту

?

Rational Persuasion

код для вставкиСкачать
Chapter 16
•
•
•
•
•
Power Configuration
Utilize appropriate power bases
Power effectiveness enhances
leadership effectiveness
Changing and situational
Power is actualized when it is applied
within a collective environment
•
Effective leadership is
purposeful
•
Effective use of power
should also be purposeful
Position
Expert
Referent
Position
Expert
Referent
A
Position Manager
B
Expert Manager
C
Referent Manager
10%
15%
35%
35%
20%
65%
30%
45%
45%
Position
Referent
Expert
Power and Influence
•
POWER—the capacity to
influence the behavior of others
•
INFLUENCE—the process by
which people successfully
persuade others to follow their
advice, suggestions, or orders
Influence Tactics:
•Rational Persuasion: logical arguments
•Inspirational Appeals: arouse enthusiasm
•Consultation: participation
•Ingratiation: praise & flattery
•Personal appeals: loyalty
•Exchange: barter
•Coalition: support of others
•Legitimating: claim rights by position
•Pressure: demands, threats, persistency
Outcomes of Influence
Attempts
Commitment
Resistance
Compliance
Sources of Power
•
•
•
•
•
•
Position
Expertise
Effort
Relationships
Coercive power
Charisma
•
Referent power
• Control over
resources
• Control and access
to information
• Strategic
contingency power
Influencing Tactics
Type
Tool
Rational persuasion
Logical arguments and facts
Inspirational appeals
Target’s values, ideals, and aspirations
Consultation
Inclusion of target in planning
Ingratiation
Praise, flattery, friendly, helpful behavior
Personal appeals
Target’s loyalty and friendship
Exchange
Reciprocated favors
Coalition tactics
Seek aids of others
Legitimating tactics
Claim authority or right, point to policy, tradition
Pressure
Demands, threats, frequent checking
Muscle Level Continuum
•
•
Level 1
Level 2
Level 3
•
Level 4
•
Polite request
Stronger request, I-statements
Statement of consequences if
behavior doesn’t change
Application of consequences in
Assertive Persuasion
Behaviors: Reasoning,
debating, presenting ideas,
proposals, and suggestions
that involve facts and logic
Push Styles...
Language: I suggest we adopt
the second proposal for the
following three reasons...
Reward and Punishment
Push Styles...
Behaviors: Stating
expectations, using
incentives and pressures,
evaluating, demanding,
bargaining
Language: I expect you to be
at work on time. If you are
late, I will have to dock your
pay.
Participation and Trust
Behaviors: Understanding,
involving and supporting
others, personal disclosure,
active listening
Pull Styles...
Language: What do the rest of
you think we should do?
Common Vision
Behaviors: Inspiring,
visioning, finding common
ground, aligning
Pull Styles...
Language: Imagine what we
could accomplish if we
worked together.
Four Ways Not to Persuade
•
Force an initial up-front hard sell.
• Resist compromise
• Believe that the secret of
persuasion lies in presenting great
arguments.
• Assume persuasion is a one-shot
effort.
Four Essential Steps in
Persuasion
•
Establish credibility
•
Frame for common ground
•
Provide evidence
•
Connect emotionally
The Law of Reciprocity
•
•
The almost universal belief that people
should be paid back for what they do
One good (or bad) deed deserves
another.
Commonly Traded
Organizational Currencies
•
Inspiration-Related Currencies
пЃ¬
•
Task-Related Currencies
пЃ¬
•
vision, excellence, moral/ethical correctness
resources, assistance, cooperation, information
Position-Related Currencies
пЃ¬
advancement, recognition, visibility, reputation,
importance/insiderness, network/contacts
...Commonly Traded
Organizational Currencies
•
Relationship-Related Currencies
пЃ¬
•
acceptance/inclusion, personal support,
understanding
Personal-Related Currencies
пЃ¬
self-concept, challenge/learning,
ownership/involvement, gratitude
Документ
Категория
Презентации
Просмотров
8
Размер файла
546 Кб
Теги
1/--страниц
Пожаловаться на содержимое документа