Using power and influence at work

Assurance SIG

Women in Project Management SIG 13 June 2013

Sarah Coleman

“….. why should I

be interested?”

a little something to exercise your mind …..

hi·er·ar·chy n. ……

remapping the organization ……

Understanding the informal network and

remapping the organization:

• What are the various groups, alliances or cliques in

your function, division or organization?

• What is the basis for these relationships?

• Where might you ally yourself in order to achieve

what you need to?

questions …..

….. the capacity or ability to direct or

influence the behaviour of others or the

course of events.

“When spider webs unite,

they can tie up a lion”

Ethiopian Proverb

….. the ability to get someone to do

something you want done, or to make

things happen in the way you want.

….. is the ability to alter or sway an individual’s or a

group’s thoughts, beliefs, or actions

….. is the principle behind determining beliefs, creating

attitudes, and moving people to agreement and

action

….. is the new reality: to learn to operate without the

authority of hierarchy which has traditionally given

us our power base.

video clip …..

how can I improve my power base?

sources of power (1) …..

After: French and Raven (1959), Hersey and Blanchard (1982)

Personal: based on your relationship with others

in the organization

Positional: based on the formal channels of

authority in the organization

Expert: knowledge, experience,

judgement

Referent: want to be like you, be

associated with you, value your

networks and contacts

Information: possesses or has

access to information needed by

others

Connection: who you know

(networks, alliances, etc)

Legitimate: based on your

position within the organization; the

“right” to command and direct

Process: control over methods of

production/analysis

Reward: ability to reward

desirable behaviour in others

Coercive: ability to punish,

sanction or prevent

how can I improve my power base?

sources of power (2) …..

After: Moss Kanter (1983)

Information: data, technical

knowledge, political intelligence,

expertise

Resources: funds, materials,

space, staff, time

Support: endorsement, backing,

approval, legitimacy

ways to influence (2) …..

Positive:

Reason

Friendliness

Coalition

Bargaining

Assertiveness

Higher authority

Negative or

coercive:

Manipulating

Avoiding

Intimidating

Threatening

Blackmailing

Embarrassing

– nurture relationships

based on mutual

agreement and trust.

– focus is on

interpersonal

communication skills

and relationships

ways to influence (2) …..

…..with integrity

Stating

Logical persuasion

Legitimising

Exchanging

Appealing to values

Consulting

Socialising

Appealing to friendship

Modelling

Alliance building

Visioning

spheres of influence (1) …..

Sphere of

influence

Sphere of

control

Can

neither

control nor

influence

spheres of influence (2) …..

Necessary

network

Active

network

Future

network

power/influence …..

force field analysis …..

5 top tips …..

Use them wisely

Recognise key players

It’s all about the relationships

Develop them: don’t give them away

Avoid

and finally……

What will you do differently back

at work, which will make the

difference?

thank you …..

e: sarah.coleman@businessevolution.co

w: www.businessevolution.co

b: www.blog.businessevolution.co

m: +44 (0)7999 879870

t: +44 (0)1636 893716

Link, Join, Share …

….. using power and influence at work