ES438 Quality systems notes – Lecture 17 (Leading change/influencing skills)
Power and Influence – Understanding the terms
Power: Our capacity to influence others – the feature of the relationship
by which A is likely to get B to do or think something
Influence: The process in which A tries to get B to do something or think
something, which B would not do otherwise be doing or thinking
Authority: The right to use power over the behaviour of others, to ask
people to do things. It is the permitted or legitimate power that goes with
official roles or positions, and is granted by ‘the organisation’.
Empowerment: (of staff) involves amongst other things trusting those who
are closer to the interface with clients to make key decisions and allocate
resources on a more discretionary basis. It is the sharing of responsibility,
and the power
‘Sources’ of Personal Power
- Social and Political Skills
- Position (legitimate, authority)
- Fear/Coercion
- Knowledge/Expertise
- Rewards
- Who you Know (Referent) and ….. A relational view?
, Common Influence Tactics
Rational Persuasion
Inspirational appeals
Consultation / Involving
Ingratiation
Personal appeals – friendship
Exchange
Coalition
Legitimate / authority
Pressure / intimidation
Developing Influence - or is it manipulation?
Influence is delivered through :
Trust
Honesty
Integrity
Open agendas
Declared interests
Power and Influence – Understanding the terms
Power: Our capacity to influence others – the feature of the relationship
by which A is likely to get B to do or think something
Influence: The process in which A tries to get B to do something or think
something, which B would not do otherwise be doing or thinking
Authority: The right to use power over the behaviour of others, to ask
people to do things. It is the permitted or legitimate power that goes with
official roles or positions, and is granted by ‘the organisation’.
Empowerment: (of staff) involves amongst other things trusting those who
are closer to the interface with clients to make key decisions and allocate
resources on a more discretionary basis. It is the sharing of responsibility,
and the power
‘Sources’ of Personal Power
- Social and Political Skills
- Position (legitimate, authority)
- Fear/Coercion
- Knowledge/Expertise
- Rewards
- Who you Know (Referent) and ….. A relational view?
, Common Influence Tactics
Rational Persuasion
Inspirational appeals
Consultation / Involving
Ingratiation
Personal appeals – friendship
Exchange
Coalition
Legitimate / authority
Pressure / intimidation
Developing Influence - or is it manipulation?
Influence is delivered through :
Trust
Honesty
Integrity
Open agendas
Declared interests
