The document discusses how to build and use power and influence at work. It identifies different sources of power, such as personal relationships, expertise, information, and resources. It also outlines spheres of influence and ways to positively influence others, including through reasoning, friendliness, and coalition building. The key message is that nurturing relationships based on trust is important for effective influence, and power should be used wisely and with integrity.

1. Using power and influence at work
Assurance SIG
Women in Project Management SIG
13 June 2013
Sarah Coleman

2. “….. why should I
be interested?”

4. a little something to exercise your mind …..

5. hi·er·ar·chy n. ……

6. remapping the organization ……

7. Understanding the informal network and
remapping the organization:
• What are the various groups, alliances or cliques in
your function, division or organization?
• What is the basis for these relationships?
• Where might you ally yourself in order to achieve
what you need to?
questions …..

8. ….. the capacity or ability to direct or
influence the behaviour of others or the
course of events.
“When spider webs unite,
they can tie up a lion”
Ethiopian Proverb
….. the ability to get someone to do
something you want done, or to make
things happen in the way you want.

9. ….. is the ability to alter or sway an individual’s or a
group’s thoughts, beliefs, or actions
….. is the principle behind determining beliefs, creating
attitudes, and moving people to agreement and
action
….. is the new reality: to learn to operate without the
authority of hierarchy which has traditionally given
us our power base.

10. video clip …..

11. how can I improve my power base?
sources of power (1) …..
After: French and Raven (1959), Hersey and Blanchard (1982)
Personal:
based on your relationship with others
in the organization
Positional:
based on the formal channels of
authority in the organization
Expert: knowledge, experience,
judgement
Referent: want to be like you, be
associated with you, value your
networks and contacts
Information: possesses or has
access to information needed by
others
Connection: who you know
(networks, alliances, etc)
Legitimate: based on your
position within the organization; the
“right” to command and direct
Process: control over methods of
production/analysis
Reward: ability to reward
desirable behaviour in others
Coercive: ability to punish,
sanction or prevent

12. how can I improve my power base?
sources of power (2) …..
After: Moss Kanter (1983)
Information: data, technical
knowledge, political intelligence,
expertise
Resources: funds, materials,
space, staff, time
Support: endorsement, backing,
approval, legitimacy

13. ways to influence (2) …..
Positive:
Reason
Friendliness
Coalition
Bargaining
Assertiveness
Higher
authority
Negative or
coercive:
 Manipulating
 Avoiding
 Intimidating
 Threatening
 Blackmailing
 Embarrassing

14. – nurture relationships
based on mutual
agreement and trust.
– focus is on
interpersonal
communication skills
and relationships
ways to influence (2) …..
…..with integrity
 Stating
 Logical persuasion
 Legitimising
 Exchanging
 Appealing to values
 Consulting
 Socialising
 Appealing to friendship
 Modelling
 Alliance building
 Visioning

15. spheres of influence (1) …..
Sphere of
influence
Sphere of
control
Can
neither
control nor
influence

16. spheres of influence (2) …..
Necessary
network
Active
network
Future
network

17. power/influence …..

18. force field analysis …..

19. 5 top tips …..
Use them wisely
Recognise key players
It’s all about the relationships
Develop them: don’t give them away
Avoid

20. and finally……
What will you do differently back
at work, which will make the
difference?

21. thank you …..
e: sarah.coleman@businessevolution.co
w: www.businessevolution.co
b: www.blog.businessevolution.co
m: +44 (0)7999 879870
t: +44 (0)1636 893716
Link, Join, Share …
….. using power and influence at work