State your career goal.  What type of position do you hope to end up in professionally?    Now, what type of power do you think will a) come with that position and b) need to be demonstrated by you individually to be a credible, effective leader.     If there are several, pick the most appropriate or the type that fits your leadership style best.   Please explain why you chose those types of power.   Please support your statements with information from the powerpoint, lecture, text or external source. 
These discussion postings will prompt some personal thought and research on the topics being studied. Power is discussed in Chapter 6 in your text. The discussion question posting should be no less than 300 words, giving a clear answer to the question. The discussion postings are graded on clarity and an understanding of the information (quality of the response). You must cite references in your posting and at the end and list them in APA format.

My career goal is to become a k-6th grade teacher.
Chapter 6
P OW E R A N D I N F LUENCE TAC T ICS
“WI T H G R EAT P OWE R COMES G R EAT R ES PONSIBI LITY ”
– VOLTA IRE, BI BL E , A N D/ OR S P I DERMA N
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LEADERSHIP IN ORGANIZATIONS
8-1
Power and Influence Concepts
Power- the capacity of one party to influence another party
? Different types of power
? Involves “agent” AKA the person in power and the “target” the person whom the
agent has power or authority over
? Power implies:
? A potential that need not be actualized to be effective AKA a threat or perceived threat
? A dependence relationship
? Some discretion over the target’s behavior
Authority- the rights, prerogatives, obligations, and duties associated with
particular positions in an organization or social system.
? Includes the right to make particular decisions
? Direct Authority
? Involves the right of the agent to exercise control over things such as money,
resources, equipment and materials
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8-2
Influence Processes
3 types of influence processes:
? Instrumental compliance- when the target carries out a requested action for the
sole purpose of obtaining a tangible reward or avoiding punishment controlled by
the agent.
? Internalization- the target carries out action because they become committed to the
idea because the target finds it a good idea or believes in it. The idea or proposal
becomes linked to the target’s underlying values and beliefs. Tangible benefits are
not required.
? Commitment is the result
? Personal identification- the target imitates the agent’s behavior and attitudes in
order to be more like that person or group. The goal is to gain approval from the
agent and therefore the target feels better about themselves (have approval from
the agent)
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8-3
General Types of Influence
Tactics
Impression management- intended to influence people to like the agent or to
have a favorable evaluation of them (You want everyone to like you)
Political- intended to influence people to make decisions beneficial for the
agent themselves or the agent’s group. Controlling who gets to make
decisions or introducing bias so that decisions will be favorable.
Proactive- have an immediate task objective, such as getting the target to carry
out a new task, help with a current task, or support a change.
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8-4
Influence Outcomes
Commitment- full buy in
Compliance- they do it just to get it done, no enthusiasm or buy in. For simple
or minor things, compliance may be okay. Good enough.
Resistance- not buying it. They can refuse, negotiate and try to convince
otherwise, explain why it is impossible or won’t work, try to go around to
overrule, delay, pretend to comply but really sabotage
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8-5
Power Sources
Legitimate- power stemming from formal authority position. AKA You are my
boss or teacher, so I will do it. The target feels an obligation to comply.
Authority.
Reward- when the agent controls important resources and rewards (money,
promotion, grades, candy). Target must value these rewards and believe the
agent to have or be in control (even if they really are not). Must be fair.
Coercive- the power one has to punish or control/have input on punishments
(termination, suspension, fail, grounded). Sort of depends on fear.
Referent- when targets admire an agent, they are loyal to them and their
ideas. They want to see them succeed. They will do special projects, work
without pay or even buy stuff. Think of celebrities who promote products!
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8-6
Power Sources
Expert- when agent has unique knowledge about a task or processes, targets will
follow their advice or trust their expertise
? The more unique the information, the more dependent the target is
? Credibility is required, comes from having education, credentials and worthy experience
Information- when the agent possesses information and controls its dissemination
Ecological- indirect influence that occurs when the agent controls the physical
environment, technology and organization of the work
Positional Power= Legitimate, Reward, Coercive, Information, and Ecological power
Personal Power= Expert and Referent
Effective Leaders:
? Have more expert and referent power
? Rely on personal power more than position power
? Have a moderate amount of position power
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7
Consequences of Power
Power and organizational change
Expert and referent power for persuasion
Personal and position power increases the likelihood of success
Position power is an important source of influence
Position power can enhance personal power
Control over information complements expert power
Reward power facilitates deeper exchange relationships
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8-8
Consequences of Power
(Cont.)
Reward power enhances referent power
Some coercive power is necessary to support legitimate and expert
power
Coercive power is needed to restrain disruptive influences
A moderate amount of position power is necessary
Personal power is less susceptible to misuse
Exteneive expert power can lead to failure
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8-9
To Build Your Power:
To Use Your Power:
Expertise
Stay up-to-date on technical issues
Take on tough problems to show expertise
Use colloquial language to present decisions
Give reasons when making requests
Respect people’s concerns, no arrogance
Act decisively and confidently in a crisis
Referent
Keep promises and defend people’s interests
Be sincere and show concern for self-sacrifice
Avoid manipulation and exploitation
Rely on personal appeals when appropriate
Model appropriate behaviors
Avoid tapping people excessively for favors
Legitimate
Request more authority, exercise it regularly
Follow appropriate channels when making requests
Use rewards and punishment to back up authority
Reward
Figure out what people want
Try to increase control over rewards
Don’t overpromise or use rewards to manipulate
Coercive
Avoid making rash threats
Use proportionality; fit punishment to the “crime”
Avoid using punishment for personal gain
Makes requests clearly and politely
Don’t overstep authority
Insist on and verify compliance
Offer desired rewards in an equitable fashion
Make clear what the reward criteria are
Avoid complex reward schemes
Provide ample prior warnings
Stay calm and helpful, avoid hostility
Always administer punishments in private
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10
11 Proactive Influence Tactics
Rational persuasion- using logical
arguments and factual evidence
Apprising- explaining how the act will
benefit the target personally
Inspirational appeals- appeals to the
values or ideals of the target to tap into
emotions
Consultation- allowing target to feel
included on the decision and make
suggestions
Exchange- agent offers incentive or
favor in exchange, or willingness to
reciprocate at a later date
Ingratiation- agent uses praise or
flattery, confidence in the target to get
the job done
Personal appeals- asks personal favor, or
out of friendship
Legitimating- agent establishes the
reasoning or justification behind the
action
Pressure- using demands, threats,
frequent checking in, or persistent
reminders
Coalition- agent seeks the aid of others
to persuade, uses support of others
Collaboration- agent offers to “help” by
giving them resources or time
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8-11
Effective Ways to Use Influence
Tactics
Influence tactics are useful when a request is:
Unusual, Controversial, Difficult to do, or when the agent has little authority
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8-12