topic 10 influence. power = the “official” (org- backed & controlled) right to assume...
TRANSCRIPT
Power = the “official” (org-backed & controlled) right to assume designated org responsibilities & order others to assist youInfluence = an informal (not backed by org power) attempt to make people behave in certain ways for professional or personal agendas
• Power is limited by the org; influence is limited by human dynamics: interdependencies + personalities + agendas.• Power most affects official org activities; influence most affects the informal (human interactions) “real” org.
• Power is visible; influence is invisible. • The more you use power, the more other sources of power will be used against you; the more you use positive influence, the more it might be used to support you.
POWER MOVES• Hiring/firing • Job descriptions• Policies & rules• Meeting agendas • Budgets• Departments & formal org structure• Product strategy
INFLUENCE IN ACTION
•Teamwork & virtual teams•Brainstorming•Leading/motivating•Group dynamics (peer pressure, “groupthink,” employee morale, etc.)
Positive I.I.• Turning me into we (independence into interdependence)• My success becomes our success.• 4 I AMs magnets
NEGATIVE INFLUENCE:
• Is hatched by personal agendas• Feeds on disguises, deceptions, manipulation, & exploitation• Creates resistance
Negative I.I.• “Follow me (us) & we’ll go places together.”•Mutual back-scratching• “Do me (us) a favor…”• “Join our side & we’ll win.”• “No one will know.”
The potential for influence is greatest in the heat of the moment of human engagement: interpersonal productivity + genuine emotion. Know where & when people are psychologically engaged.
INFLUENCE STRATEGIES (ranked by greatest + potential)
1. Persuasiveness 2. Networking3. Expertise 4. Innovative thinking5. Politics (negative
potential)
Utexts wants to transition out of printed texts into digital online texts. A project team of Utexts production & marketing brainstormed strategic ideas they hope will influence their exec team to reinvent the company.
1. Make the ancillary learning package that accompanies the digitext the main profit center. (Inno think #4)
2. Survey college students to find out their point of view about printed vs. digital textbooks. (Networking #2)
3. Make JCs & tech schools bigger profit drivers than 4-year colleges. (Net #2)
4. Recruit academics at tier-2 schools to write practical texts, & hire pedagogy consultants to develop hands-on software relevant enough to sell the texts. (Expertise #3)
5. Retain lobbyist to sell state pols on budget benefits of cheaper higher ed digi texts (Politics #5)
6. Buy high potential digi publisher (Power not influence)
7. Mine Facebook data base for advertising/promo ideas (Net #2)
8. Launch online ad campaign to profs & academic depts (Persuasiveness #1)