Power & Influence
Overview
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Power vs. Influence
Sources of Power
Transforming Power into Influence
Case Study
Power vs. Influence
• Power - capacity to produce effects on others
• Influence -the change in attitudes, values,
beliefs, or behavior as a result of power
Expert Power
• Is the power of knowledge
• Followers can have more expert power than
leaders in certain situations
Example: Leader new to unit
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Referent Power
• Refers to the influence one has due to the
strength of the relationship between the leader
and the followers
• Often takes time to develop
Example: Followers admire and respect the
leader
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Legitimate Power
• One’s formal or official authority
Example: Authority you have due to your rank
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Reward Power
• The potential to influence others due to one’s
control over desired resources
Examples: OPRs, EPRs, PRFs, awards and
decorations, Officer/Enlisted/Civilian of the
Quarter Award
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Coercive Power
• The potential to influence others through the
administration of negative sanctions
Examples: LORs, LOCs, Article 15s, Courtsmartial
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Transforming Power into Influence
• Three R’s
– Retribution
– Reciprocity
– Reason
• Persuasive
• Manipulative
• Upward Influence
Transforming Power into Influence
• Three R’s
– Retribution: threatening
• Direct - explicit threat of punishment (coercion)
• Indirect - threat is implied rather than stated
(intimidation)
Pros
Cons
• Produce immediate effect • Creates resistance,
resentment, & alienation
• Follows manager
specification
• Stifles initiative & innovation
Effective managers use this sparingly; reserve for crisis
Transforming Power into Influence
• Three R’s
– Reciprocity: compliance by satisfying the needs
of both parties (favors thru social obligations)
Pros
Cons
• Results w/o resentment
• Requires trust
• Both parties benefit
• Expect negotiations for
requests
• Don’t have to justify actions
(bargain)
• Undercuts group commitment
Transforming Power into Influence
• Three R’s
– Reason: articulation of the concept; subordinates
recognize the value of the plan
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Pros
Higher compliance
Commitment to group
principles
Superiors rate highly
effective
Low levels of stress
High job satisfaction
Cons
• Takes time to build trust
• More people involved, longer
it takes
Transforming Power into Influence
• Three R’s
– Reason: articulation of the concept; subordinates
recognize the value of the plan
Persuasion
Explicit, direct, and respects
the judgment/ability of the
subordinate
Manipulation
based on disrespect
subordinates’ abilities and a
lack of trust in their
judgment
Transforming Power into Influence
• Upward Influence
– Influence on superior
– Shield subordinates from distractions
– Strengthens manager’s power base
– Issue Selling: convince boss issue requires
attention
– Trickle-Up Influence
Transforming Power into Influence
• Upward Influence
– Trickle-Up Influence
• Necessary because of decentralization of
today’s workplace
• Superiors need to be informed
• Speak up - talk about good ideas to superiors
• Team up - gather allies for credibility
• Lead up - display open-mindedness, support,
trust
• Be straightforward
Interim Summary
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Establish power thru personal attributes (pp. 177-181)
Transform power into influence using Three R’s
Use power to engender trust
Emphasize reciprocity & reason
Use retribution in crisis
Influence flows up & down chain
Upward influence should be for good of group, not
personal ambition
Case Study
Summary
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Power vs. Influence
Sources of Power
Transforming Power into Influence
Case Study
A Good Thought
“ Whoever knows how to restrain and
effectively release power finds . . . that
power flows back to him.”
A. Bartlett Giamatti
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A Better Thought
“ Leaders who share their power and their
time can accomplish extraordinary things.
The best leaders understand that leadership is
the liberation of talent; hence they gain power
not only by constantly giving it away, but also
by not grabbing it back.”
MG Perry Smith, “Learning to Lead”
Marine Corps Gazette, Jan 1997
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