Custom Search

Search

Receive 2 Free Newsletters -- 1 onTransformational Leadership & 1 on

Leadership Development

Email:

Go

BECOME BETTER ATTRANSFORMATIONAL LEADERSHIP

Access A Detailed Overview of

our Leadership Development

Programs

A Leadership Development

Guide For Individuals

CORE COMPETENCY 1: Build NeededSkills

COMMUNICATION

Vital Communication Skills

Six For Leadership

Communication

Six Interpersonal

Communication Skills

WHAT TO BUILD

Research on Leadership Skills

Five Core Skills For Managers

Organizational Skills—3 Key

Skills

HOW TO BUILD

Key Learning Elements

Motivation

How To Build a Skill

How To Influence People:Understanding The Nine

Spheres of Power

By Murray Johannsen

Effective leaders know how to influencepeople. In most organizations, its not

about authority, it's about influence.Discover the power inherent in nine

spheres of influence. This page contains:

Power OverviewAuthorityExpertise

PunishmentPostive Reinforcement

PersuasionCoaching

RelationshipsVision

Charisma

Select Language

Powered by Translate

Share

Web LeadershipClasses on Facebook

Like 337

KEEP UP ON LEADERSHIP DEVELOPMENT

Overview

In politics, a sphere of influence is typically defined as the cultural, economic, military orpolitical influence a state exerts over another state. Similarly, powerful leaders have a sphereof influence used on the influence people around them.

Written in 1959, French and Raven The Bases For Social Power is commonly cited in

Live Services Online Courses Products Programs Resources Legacee Home To Connect Blog

How To Build a Skill

Using Reflection

CORE COMPETENCY 2: Exert SocialInfluence

9 Spheres of Influence

Meeting Leadership

Facilitative

Autocratic

Types of Styles

Leadership Traits

Situational Leadership

Bureaucratic Leadership

Leading Change

CORE COMPETENCY 3: Increase Self-Mastery

Self-Actualization Barriers

Self-Mastery Guidelines

Awakening Intuition

Learning Meditation

CORE COMPETENCY 4: Intall aTransformational Mind-set

Guide To Transformational Leadership

Visionary Leaders

Vision

Charisma

Transformational Leaders

Problems in Business Ethics

Importance of Philosophy

Leadership Potpourri:

Movies

Jokes

Quotes

Definitions

Leading Project Team

Entrepreneurial Leadership

Management Versus Leadership

Leadership Development

Programs

Find us on Facebook

Legacee

Like

Legacee

Getting More

Exercise

Written in 1959, French and Raven The Bases For Social Power is commonly cited in

management texts as the model for how to influence people. However, they listed only fivesources, which they referred to as:

Reward,Coercive,

Legitimate (authority),Referent (charisma) andExpertise.

It's been over 45 years since this classic article on how to influence was published andtimes change. For example, there is a great deal of research in both psychology andmanagement that we can now draw on to better understand the nature of leader influence.Besides the five that used by French and Raven, I believe there are four more:

Coaching,Vision,Relationship, andPersuasion.

And while reward and coercion are commons terms in how to influence, it would be morehelpful to think in terms of behavioral modification (or operant conditioning) which uses twomotivational consequences that leaders need to understand: positive reinforcement andpunishment.

Custom Search

Richelle Joy Bigdaddy Rodolf John Gary

Jackson Ronald Brian Norman

128 people like Legacee.

Exercise

Does being a coach

potato ruin your health?

You wouldn’t think so,

but it does. It actually

causes a great deal of

health problems. For

example, in some

countries like America,

people sit for over 9

hours a day. And what

does it do? It wrecks the

body–probably due to

Facebook social plugin

We would like to connect with you.

Send us an e-mail or leave a voicemailmessage at 1-805-409-0180. We will

quickly get back to you.

Search

How To Influence With Authority

"Power corrupts, and

absolute power corruptsabsolutely.".—Lord Acton,

Letter to Bishop MandellCreighton, 1887

"When I make a mistake, I

am an idiot. . . When my

boss makes a mistake, he'sonly human." — Unknown

Authority is defined as a legitimate right to influence

people based on one's position inside an organization ornation. It works best in large bureaucratic organizations

and is a major mechanism of political leadership.

It is usually a vertical relationship, a top-down influence

mechanism associated with obedience, conformity and

compliance. Typically, there is also a status difference.

For example, people follow a doctor's instruction because

that person has expertise but we do what a police officer

says because the officer represents authority.

Influence By Coaching

"Coaches have to watch for

what they don't want to seeand listen to what they don't

want to hear. "— JohnMadden

Coaching (and by extension, mentoring and teaching)

exert influence on people by providing new knowledgeand new skills on how to influence people. Unfortunately,

consultants are not coaches, neither are most executives.

Traditionally, managers and supervisors have neverassumed the mantel of leadership required to function as

a coach—telling someone what to do is not the same as

showing someone how to do it. Neither do the vastmajority of CEO's.

I like to ask what people will take pride in. Contrary to what

you see on the resumes, work activities don't put a smileon people's face. What brings the smile is the leader whomentored, taught and coached them to be better human

beings.

The Sphere of Persuasion

"You can lead an

organization through

Long a key skill of great sales people throughout history,

persuasion becomes a bulwark for the leadership whenauthority does not work. Technically, persuasion ends

John CooperWorksFor a devil-may-care drive. Topspeed 238 km/h.www.mini.my/john-c…

3 Series TestDriveVisit the officialBMW website tobook your testdrive.www.bmw.com.my/te…

Start TradingOnlineLearn How TheForex MarketWorks. Get Free

organization throughpersuasion or formal edict. Ihave never found thearbitrary use of authority to

control an organizationeither effective or, for thatmatter, personally

interesting. If you cannotpersuade your colleagues ofthe correctness of your

decision, it is probablyworthwhile to rethink yourown." — Alan Greenspan,chairman of the Federal

Reserve Board

with someone saying, "I agree."

But agreement doesn't mean people will actually takeaction. Unfortunately, persuasive influence of peoplerequires a fair amount of sales savvy and a fairly

sophisticated understanding on attitude change andcognition.

___________________________________

Persuasive Humor. I am reminded of the story of howGod called Noah in to build an ark so that he, his family,and all the species of the earth could survive the flood Hewould let loose in two weeks. Noah was shocked and

said, “two weeks! God, do you know how long it takes tobuild an ark?” And God replied, "Noah, how good are youat swimming?”

The Motivational Sphere of Positive Reinforcement

"Reinforcements continue tobe important, of course, longafter an organism has

learned how to dosomething, long after it hasacquired behavior. They are

necessary to maintain thebehavior in strength." B. F. Skinner, HarvardUniversity, Harvard

Educational Review, 1954

There are two types of reinforcement and two types ofpunishment to influence people according to a theory of

psychology known as operant conditioning. Some refer toit more of a learning theory, while others think operantconditioning is a theory of motivation. It's potential for

influencing people lies in the fact that consequences workin both people and animals.

Practically speaking, negative reinforcement presents

ethical issues so shrewd leaders focus on developinginfluence through the use of positive reinforcement toincrease the likelihood of DESIRED BEHAVIOR.

The Motivational Sphere of Punishment

"You can get more with a

kind word and a gun thanyou can with a kind wordalone." — Al Capone (1899-1947), Chicago Mobster

Positive and negative punishment has a very narrowdefinition in operant conditioning. In this case, thedefinition is going to be expanded to include the

threatened use of a punishment. One could make anargument that the threatened use of punishment (escape-avoidance) can reduce undesired behavior just as muchas much psychological pain as its real use.

To say one will have to use punishment to changeundesired behavior says something about human nature.Nasty bosses and individuals who make Fortune

Magazines toughest boss list use this as a primarilyinfluence technique.

Something best used when all other forms of leadership

influence don't work, it's proper use is subject to legalstatutes and ethical constraints to decrease UNDESIREDBEHAVIOR.

___________________________________

Punishment Humor. A seeing eye dog was trying to getsits master across the street but the light was not working.

The dog tried once but oncoming traffic drove the two ofthem back to the curb. The dog tried a second time but thehorns from a group of taxis drove them back again. They

tried a third time, this time they were successful despite athe loud horns and the curses of drivers.Once on the other side of the street, the dog’s masterreached out for a biscuit to give it to the dog. An person

who had observed the whole thing went over the theperson and said, “You probably shouldn't reward the dogfor putting your life in danger by giving him a biscuit.” But

Works. Get FreeTraining &Up To $1K Bonuswww.ForexYard.com

Get the RightTechnologyCompleteChallenges & Winthe RightTechnology fromIntel® - Start Now!TheRightTechnolog…

for putting your life in danger by giving him a biscuit.” But

the dog’s master replied, “Reward, hell. I am just trying tofind which side is his head so I can kick his behind.”

Relationship Influence

He who mistrusts most

should be trusted least. —Theognis of Megara, Greekpoet

Your people won'tremember, and don't reallygive a damn how much

money you saved thecompany. — unknown

Not considered a sphere of influence by many scholars,

it's power lies in a both knowing how to develop, maintainand repair relationships. In many cultures, such as inLatin American and Asia, business leaders place a

greater emphasis on relationship development than iscommonly done in America. Typically, business does notbegin until a sound relationship is established. And doingbusiness gets difficult when that relationship gets

strained.

Assuming leaders devoted the time and effort to developtrust, rapport, credibility, and empathy; they have the

foundation elements on how to influence people throughreciprocity.

___________________________________

Relationship Humor. The doctor looked benignly at thewoman who had come to him for an examination. "Mrs.

Brown," he said, "I have good news for you." The womansaid, ' I'm glad of that, doctor, but I'm Miss Brown." MissBrown," said the doctor without changing expression, "Ihave bad news for you."

Influence Through Expertise

"Why don't you write bookspeople can read?" — NoraJoyce to her husband James

(1882-1941)

How to use expertise as a form of influence is somewhatof a paradox. There are experts with little influence and

ignorant dolts who seem to speak the gospel.

Experts are people whom we think have valuableinformation. Often they are people who know how to make

the right decision or solve that intractable problem. Ithelps to have depth of knowledge to be perceived as anexpert, and this is an important part of the success

doctors, lawyers and consultants experience.

How to influence influence with expertise lies partly in thepsychological theory known as attribution theory. But too

often, we accept false beliefs and false arguments astruth.

___________________________________

Expertise Humor. The man told his doctor that he wasn'table to do all the things around the house that he used todo. When the examination was complete, he said, "Now,Doc, I can take it. Tell me in plain English what is wrong

with me." "Well, in plain English," the doctor replied,"you’re just lazy." "Okay," said the man. "Now give me themedical term so I can tell my wife."

Influence Through Vision

In 1929, days after the stockmarket crash, the Harvard

Economic Society reassuredits subscribers: “A severedepression is outside the

range of probability”.

Few leaders know how to influence with vision to motivatepeople and themselves. Those that do can accomplish

great events. People that have it seem to harness an

range of probability”.

"In a survey in March 2001,95% of American

economists said there wouldnot be a recession, eventhough one had already

started." — American'sVulnerable Economy, TheEconomist, November 15,2007

great events. People that have it seem to harness aninner strength that keeps pushing them forward on a pathno matter how difficult.

The visionary leader also understands how to influencepeople through the use of expectations. Setting positiveand negative expectations exert tremendous influence, but

few leaders understand how to use them properly.

The Charismatic Sphere of Influence

I don't know how to define it,

but I know it when I see it.

Charismatic leadership is one of the most powerful

methods of how to influence people, but also one of the

most elusive. It's difficult to develop, but well worth theeffort.

It's been associated with religious prophets, great

preachers, famous teachers and those who get taggedwith the title of transformational leaders.

One basis for it's influence lies in an understanding of the

nature of the psychological mechanism of identification.We tend to identify with individuals and their causesresonate with ours.

Conclusion

A leaders use of influence is like singing—if one only belts out only note there's no song.But If you have nine notes, the song sounds like real music.

Each of the nine methods of how to influence can be turned into a skill. Just because youdon't have it today, doesn't mean you can't develop it in the future.

References:

French, J.R.P., & Raven, B. (1959). 'The bases of social power,' in D.Cartwright (ed.) Studies in Social Power. Ann Arbor, MI: University of

Michigan Press.

On-site Workshops To Increase Your Influence

Influence Overview, Expertise &Authority

The Nine Pillars of Power andInfluence

Persuasion

Word Magic: Communication

Strategies for Leaders

Getting Buy-in: The Psychology ofInfluence and Persuasion

Switching Roles: Acting as aMeeting Leader and Facilitator

Motivation

Motivation Change: The Secrets ofBehavior Modification

Vision

Creating a Vision: HarnessingPowerful Expectation

Charisma

Projecting Charisma: TurningSubordinates into Followers

Leadership Tactics

Emerging as a Stronger Leader

Truly Great: The Essential Guideto Transformational Leadership

General Information:

Advantages of On-siteSeminars

Coaching:

Building Skills in Others

Relationship

Enhancing Goodwill: Developing

and Maintain Strong

Relationships

Seminars

Delivery Options for

Information we can make

available

Leadership Development Products and Services

For Individual DevelopmentFor Organizational

Leadership DevelopmentMore Organizational

Leadership Programs

..

Legacee is located in Southern California, near Los Angeles. Copyright © 1996-2011 by Legacee Management SystemsInc. All Rights Reserved

.