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Access A Detailed Overview of our Leadership Development Programs A Leadership Development Guide For Individuals
CORE COMPETENCY 1: Build Needed Skills
COMMUNICATION
Vital Communication Skills Six For Leadership Communication Six Interpersonal Communication Skills
WHAT TO BUILD
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Research on Leadership Skills Five Core Skills For Managers Organizational Skills3 Key Skills
HOW TO BUILD
Overview
In politics, a sphere of influence is typically defined as the cultural, economic, military or political influence a state exerts over another state. Similarly, powerful leaders have a sphere of influence used on the influence people around them. Written in 1959, French and Raven The Bases For Social Power is commonly cited in
Written in 1959, French and Raven The Bases For Social Power is commonly cited in management texts as the model for how to influence people. However, they listed only five sources, which they referred to as: Reward, Coercive, Legitimate (authority), Referent (charisma) and Expertise. It's been over 45 years since this classic article on how to influence was published and times change. For example, there is a great deal of research in both psychology and management that we can now draw on to better understand the nature of leader influence. Besides the five that used by French and Raven, I believe there are four more: Coaching, Vision, Relationship, and Persuasion. And while reward and coercion are commons terms in how to influence, it would be more helpful to think in terms of behavioral modification (or operant conditioning) which uses two motivational consequences that leaders need to understand: positive reinforcement and punishment.
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"Power corrupts, and absolute power corrupts absolutely.".Lord Acton, Letter to Bishop Mandell Creighton, 1887 Authority is defined as a legitimate right to influence people based on one's position inside an organization or nation. It works best in large bureaucratic organizations and is a major mechanism of political leadership. It is usually a vertical relationship, a top-down influence mechanism associated with obedience, conformity and compliance. Typically, there is also a status difference.
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For example, people follow a doctor's instruction because "When I make a mistake, I that person has expertise but we do what a police officer am an idiot. . . When my says because the officer represents authority. boss makes a mistake, he's only human." Unknown
Influence By Coaching
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For a devil-maycare drive. Top speed 238 km/h.
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Coaching (and by extension, mentoring and teaching) exert influence on people by providing new knowledge and new skills on how to influence people. Unfortunately, consultants are not coaches, neither are most executives. "Coaches have to watch for what they don't want to see and listen to what they don't want to hear. " John Madden Traditionally, managers and supervisors have never assumed the mantel of leadership required to function as a coachtelling someone what to do is not the same as showing someone how to do it. Neither do the vast majority of CEO's. I like to ask what people will take pride in. Contrary to what you see on the resumes, work activities don't put a smile on people's face. What brings the smile is the leader who mentored, taught and coached them to be better human beings.
organization through persuasion or formal edict. I have never found the arbitrary use of authority to control an organization either effective or, for that matter, personally interesting. If you cannot persuade your colleagues of the correctness of your decision, it is probably worthwhile to rethink your own." Alan Greenspan, chairman of the Federal Reserve Board
with someone saying, "I agree." But agreement doesn't mean people will actually take action. Unfortunately, persuasive influence of people requires a fair amount of sales savvy and a fairly sophisticated understanding on attitude change and cognition. ___________________________________ Persuasive Humor. I am reminded of the story of how God called Noah in to build an ark so that he, his family, and all the species of the earth could survive the flood He would let loose in two weeks. Noah was shocked and said, two weeks! God, do you know how long it takes to build an ark? And God replied, "Noah, how good are you at swimming?
"You can get more with a kind word and a gun than you can with a kind word alone." Al Capone (18991947), Chicago Mobster
for putting your life in danger by giving him a biscuit. But the dogs master replied, Reward, hell. I am just trying to find which side is his head so I can kick his behind.
Relationship Influence
Not considered a sphere of influence by many scholars, it's power lies in a both knowing how to develop, maintain and repair relationships. In many cultures, such as in Latin American and Asia, business leaders place a greater emphasis on relationship development than is commonly done in America. Typically, business does not begin until a sound relationship is established. And doing business gets difficult when that relationship gets strained. Assuming leaders devoted the time and effort to develop trust, rapport, credibility, and empathy; they have the foundation elements on how to influence people through reciprocity. ___________________________________ Relationship Humor. The doctor looked benignly at the woman who had come to him for an examination. "Mrs. Brown," he said, "I have good news for you." The woman said, ' I'm glad of that, doctor, but I'm Miss Brown." Miss Brown," said the doctor without changing expression, "I have bad news for you."
He who mistrusts most should be trusted least. Theognis of Megara, Greek poet
Your people won't remember, and don't really give a damn how much money you saved the company. unknown
range of probability.
great events. People that have it seem to harness an inner strength that keeps pushing them forward on a path "In a survey in March 2001, no matter how difficult. 95% of American economists said there would The visionary leader also understands how to influence not be a recession, even people through the use of expectations. Setting positive though one had already and negative expectations exert tremendous influence, but started." American's few leaders understand how to use them properly. Vulnerable Economy, The Economist, November 15, 2007
Seminars Coaching: Building Skills in Others Relationship Enhancing Goodwill: Developing and Maintain Strong Relationships Delivery Options for Information we can make available
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