Leadership is the ability to ______ employees to voluntarily pursue organizational goals.

Power, Influence, & Leadership From Becoming a Manager to Becoming a Leader

Chapter 14

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Major Questions You Should Be Able to Answer

14.1 I don’t want to be just a manager; I want to be a leader. What’s the difference between the two?

14.2 What does it take to be a successful leader?

14.3 Do effective leaders behave in similar ways?

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14-2

Major Questions You Should Be Able to Answer

14.4 How might effective leadership vary according to the situation on hand?

14.5 What does it take to truly inspire people to perform beyond their normal levels?

14.6 If there are many ways to be a leader, which one would describe me best?

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14-3

The Nature of Leadership

Leadership

the ability to influence employees to voluntarily pursue organizational gains

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14-4

Characteristics of Being a Manager & a Leader

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14-5

Table 14.1

Being a Manager: Coping with Complexity

Determining what needs to be done - planning and budgeting

Creating arrangements of people to accomplish an agenda - organizing and staffing

Ensuring people do their jobs - controlling and problem solving

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14-6

Being a Leader: Coping with Change

Determining what needs to be done - setting a direction

Creating arrangements of people to accomplish an agenda - aligning people

Ensuring people do their jobs - motivating and inspiring

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14-7

Five Sources of Power

Legitimate power

results from managers’ formal positions within the organization

Reward power

results from managers’ authority to reward their subordinates

Coercive power

results from managers’ authority to punish their subordinates

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14-8

Five Sources of Power (cont.)

Expert power

results from one’s specialized information or expertise

Referent power

derived from one’s personal attraction

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14-9

Question

Alex compliments his co-worker Joe on the great job he did on the weekly report, and also informs their mutual boss. Alex is using ______ power.

Legitimate

Referent

Reward

Punishment

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14-10

The correct answer is “C” – reward power.

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Lecture Script 6-10

Tactics for Influencing Others

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14-11

The ability to get others to follow your wishes is influence

There are nine ways to try to influence others:

-rational persuasion - convincing someone by using logic, reason, or facts

-inspirational appeals - building enthusiasm or confidence by appeals to emotions, ideals, or values

-consultation - getting others to participate in a decision or change

ingratiating tactics - acting humble or friendly before making a request

-personal appeals - referring to friendship and loyalty when making a request

-exchange tactics - reminding someone of past favors or offering to make a trade

-coalition tactics - getting others to support your effort

-pressure tactics - using demands, threats, or intimidation

-legitimating tactics - basing a request on implied support from superiors, or on rules or policies

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Lecture Script 6-11

Rational persuasion

Inspirational appeals

Consultation

Ingratiating tactics

Personal appeals

Exchange tactics

Coalition tactics

Pressure tactics

Legitimating tactics

Five Approaches to Leadership

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14-12

Table 14.2

Do Leaders Have Distinctive Personality Characteristics?

Trait approaches to leadership

attempt to identify distinctive characteristics that account for the effectiveness of leaders

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14-13

“Dark Side” Traits

Narcissism

having “a self-centered perspective, feelings of superiority, and a drive for personal power and glory

Machiavellianism

displays a cynical view of human nature and condones opportunistic and unethical ways of manipulating people, putting results over principles

Psychopathy

characterized by lack of concern for others, impulsive behavior, and a dearth of remorse when the psychopath’s actions harm others

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14-14

Do Women Have Traits that Make Them Better Leaders?

Studies show that women executives score higher than their male counterparts on a variety of measures - from producing high quality work to goal-setting to mentoring employees

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14-15

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Lecture Script 6-15

The Lack of Women at the Top

Unwillingness to compete or sacrifice

Modesty

Lack of mentor

Starting out lower, and more likely to quit

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14-16

Behavioral Approaches

Behavioral leadership

approaches attempt to determine the distinctive styles used by effective leaders

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14-17

Task-Oriented Leader Behaviors

Task-oriented leadership behaviors

to ensure that people, equipment, and other resources are used in an efficient way to accomplish the mission of a group or organization

planning, clarifying, monitoring, and problem solving

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14-18

Initiating-Structure Leadership

Initiating-structure leadership

leader behavior that organizes and defines—that is, “initiates the structure for”—what employees should be doing to maximize output

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