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  • 1. Leadership, Influence, and Communication in Business Chapter Six © 2007 The McGraw-Hill Companies, Inc., All Rights Reserved. McGraw-Hill/Irwin Introduction to Business
  • 2. Chapter 6 Leadership, Influence, and Communication in Business
    • Appreciate a manager’s ability to effectively lead, influence, and persuade other people influences a company’s efficiency, effectiveness, and profitability.
    • Identify the five sources of a leader’s power and understand how leadership involves the effective use of power to influence people.
    • Differentiate between four main approaches to leadership and recognize that effective leadership involves matching a leadership approach to the characteristics of the employees and the work situation.
    • Identify five characteristics of effective leaders.
    • Understand the role communication plays in influencing others in a business organization and describe a model of persuasive communication.
    • Define organizational politics and understand how political tactics are used to influence and persuade others.
  • 3. Chapter 6 Leadership, Influence, and Communication in Business
    • Leadership
    • Managers are responsible to the stakeholders
    • To effectively and efficiently use the resources of land, labor and capital
    • To plan, organize, lead and control the organization to the accomplishment of it mission
  • 4. Chapter 6 Leadership, Influence, and Communication in Business
    • Leadership and Power
    • Leadership is
      • using one’s personality, beliefs, social skills, knowledge and power
      • to influence other’s thoughts, feelings, and behavior
  • 5. Chapter 6 Leadership, Influence, and Communication in Business
    • Leadership and Power
    • Power is
      • the ability to make others do something they would not otherwise have done
      • the abiiity to influence and control the way others act
    • Evaluate leadership style and relate to types of power . What is the relationship?
  • 6. Chapter 6 Leadership, Influence, and Communication in Business
    • Sources of Power
    • Legitimate – legal authority or rights
    • Reward – recognize performance
    • Referent – personal status or achievements
    • Expert – expertise or skill
    • Coercive – sanction or punish
    • Inherent in these five functions of power is an incentive system
    • An effective / charismatic leader usually possesses more than one type
  • 7. Chapter 6 Leadership, Influence, and Communication in Business
    • Leaders Influence Attitudes and Behaviors
    • Effective leadership results when
      • managers use their power in ways
      • that promote work behaviors and attitudes
      • that lead to higher employee performance
    • Four important work behaviors
      • Level of job effort - q uality, quantity, reliability of work performance
      • Attendance – reliability and promptness
      • Being proactive and cooperative leading to productivity
      • Commitment to continue with the company
  • 8. Chapter 6 Leadership, Influence, and Communication in Business
    • Leadership and Power
    • The critical ingredient is the correct use of the different sources of power
    • Evaluate illustration of leadership theory and relate to the types of power
  • 9. Chapter 6 Leadership, Influence, and Communication in Business
    • Leadership Theory
    • Four possible approaches or styles of leadership
    • The contingency theory of leadership
      • Effective leaders adopt leadership style
      • That suits the employee characteristics and
      • The workplace setting
  • 10. Chapter 6 Leadership, Influence, and Communication in Business
    • Leadership Styles
    • Approaches to leadership include
      • Directive
      • Supportive
      • Participative
      • Achievement-oriented
  • 11. Chapter 6 Leadership, Influence, and Communication in Business
    • Leadership Theory
    • Two determining parts of this theory
      • The employee characteristics
      • The workplace settings
      • Determine which leadership approach is appropriate
  • 12. Chapter 6 Leadership, Influence, and Communication in Business
    • Leadership Theory
    • Employee characteristics include:
      • skill level
      • achievement need
      • locus of control
      • nature of tasks/job
      • group cohesiveness
  • 13. Chapter 6 Leadership, Influence, and Communication in Business
    • Five characteristics of effective leaders
      • intuition, intelligence, and cognitive ability
      • energy, drive, and need for achievement
      • good ethics and moral integrity
      • emotional intelligence and empathy
      • self-confidence and internal locus of control
      • The more that managers possess these characteristics the more likely they are to function effectively as leaders
      • Evaluate Four Traits of Effective Leaders and relate to types of power and influence
  • 14. Chapter 6 Leadership, Influence, and Communication in Business
    • Influence
    • A leader’s goal
      • To influence and persuade employees
      • To develop work attitudes and behaviors
      • That increase a company’s efficiency and effectiveness
    • Evaluate influence within leadership relating to the types of power and key behaviors
    • Evaluate the role of leadership in the Breaking Thru video and relate to influence and communication
  • 15. Chapter 6 Leadership, Influence, and Communication in Business
    • Influence
    • Managers share information by effective communication and assuring there is understanding of the message
    • Communication
    • The communications model
      • Sender
      • Message
      • Receiver
  • 16. Chapter 6 Leadership, Influence, and Communication in Business
    • Communication
    • To communicate effectively there must be feedback
    • The most persuasive communication method is face-to-face meetings
      • Why are email, phone, texting considered not as persuasive as face-to-face
      • Would you hire someone via email? Why? Why not?
  • 17. Chapter 6 Leadership, Influence, and Communication in Business
    • A Model of Persuasive Communication
    • Factors that determine persuasiveness
      • Characteristics of sender – credibility, communication skills, personal qualities
      • Active listening – attentiveness, body language, responsiveness
      • Informational content of message
      • Medium used – appropriateness for message
  • 18. Chapter 6 Leadership, Influence, and Communication in Business
    • Organizational Politics
    • Activities that managers and employees at all levels engage in
      • To increase their power and ability to influence and persuade others
      • So they can achieve their goals
    • Political tactics
      • Specific courses of action managers and employees engage in
      • Aimed at gaining the support of, and overcome the resistance of, other people
  • 19. Chapter 6 Leadership, Influence, and Communication in Business
    • Organizational Politics
    • Political tactics include
      • Discredit opponent vs. building consensus
      • Reduce uncertainty by collecting/sharing valid & useful information vs. filtering and using subjective information like opinions and rumors
      • Hoarding/controlling information in a central position
      • Building coalitions and alliances
    • Evaluate the role of leadership in the Exceptional Entrepreneur video and relate to influence and communication