Leading with Power and Influence

Instructions

Focusing specifically on influence as a form of soft power that leaders can use to secure
the support and cooperation of followers, peers, and superiors within and beyond their
organisations. Leaders use different tactics to influence others, and to persuade them to
buy into a proposed course of action, agenda, or mission. These tactics or strategies
include the use of pressure, legitimisation, ingratiation, exchanges, coalitions, consultation,
rationality, upward appeals, or inspiration to win people over.
Psychologists and social scientists have shown an interest in these tactics, and have
constructed different models of influence, including Cialdini’s Six Principles of Persuasion
(reciprocity, scarcity, authority, consistency, consensus, and liking), and Conger’s four-step
model (establishing credibility, framing goals, reinforcing the position, and connecting
emotionally). The case study “Jessica Wooding: Leading with influence” highlights the
importance of delivering on promises and commitments, building strong vertical and lateral
relationships, defining a common purpose, and building and using scarce resources.
For this activity submission, you are encouraged to explore power and influence in your
own leadership and in your organisation. Reflect on a time that you saw influence in action,
or tried to influence somebody yourself. How was this achieved, and how does it relate to
the two models of influence and the case study outlined in this unit’s casebook? Answer
the four questions that follow.
“please use your own words , and assume real life scenarios”