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.
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.
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
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
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