55cac686a8ba50a8b1fc1c55d6af4301 influencingpeople unit1 derue
DESCRIPTION
influencing peopleTRANSCRIPT
Influencing People:!Building Your Base of Informal Power!
Scott DeRue, PhD!Associate Dean and Professor!
Ten Most Powerful People in the WorldSource: Forbes, 2014
Quiz: Bases of Power!
___ Reward power – ability to reward for performance!___ Coercive power – ability to punish or force compliance!___ Legitimate power – formal right to influence (“the boss”)!___ Referent power – personal connection or identification!___ Expert power – having expertise that is valued or rare!___ Information power – having info that is valued or rare!
Rank order:1 = Least Effective7 = Most Effective
Most / Least Effective for Influencing People
Source: French and Raven, 1959
Influencing People: !What You Will Learn in This Course!
How to…!• Build and leverage your power!• Influence people without relying on authority!• Build and leverage relationships for greater influence!• Protect yourself from others’ influence!
Reflecting on your own team experiences…���
���Identify a particularly powerful person
from your team.������
What made this person powerful?���To what extent (and how) did this person’s power ���
help or hurt your team?���
What is Power?!
Power as Outcome Control
Power as the Potential for Influence
“The power to control or influence the other resides in control over things (s)he values.”
Emerson (1962)
“…asymmetrical control over another person’s outcomes.”
Depret and Fiske (1993)
“The ability for an actor to carry out his own position despite resistance.”
Weber (1914)
“…the maximum potential ability of A to influence B.”
French and Raven(1959)
Power is relative.Power is contextual.
Control varies in how formal, stable,
and legitimate.
Valued outcomes vary by person.
Power can be actual or perceptual.
Do you agree or disagree with this definition? Explain why.!
!How do you define power?!
What are the benefits of power?!!
How can power be used to create value for your team or organization?!
Power Enables Action and Proactivity!
40%
60%
80%
100%
Low Power High Power
Blackjack: Percent of People Who “Hit” on 16
40%
60%
80%
100%
Low Power High Power
The Annoying Fan: Percent of People Who Take Action
Source: Galinsky et al., Journal of Personality and Social Psychology, 2003
Power Reduces Feelings of Burden!
-0.5
0
0.5
1
1.5
Low Power High Power
Effects of Power on Weight Perceptions: Estimated Weight Minus Actual Weight
Before
After
Source: Lee and Schnall, Journal of Experimental Psychology, 2014
Power Has Health Benefits!
-300
-150
0
150
300
Low Power High Power
Effect of Power on Vascular Resistance
Source: Scheppers et al., Journal of Experimental Social Psychology, 2012
00.20.40.60.8
1
Low Power High Power
Effect of Power on Cardiac Output
What are the risks of power?!!
How can power hurt your !team or organization?!
Power Leads to Overconfidence!
Source: Fast et al., OBHDP, 2012
20
25
30
35
40
Low Power High Power
Confidence Interval: 95% Certainty
30
35
40
45
Low Power High Power
Distance From Correct Answer
-1
-0.5
0
0.5
1
No Expert Expert
Trivia Gamble: $1 Per Question (+/-)
Everyone in formal
“supervisor” roles
Power Reduces Advice Taking!
Power Confidence Advice Taking+ −
Source: See et al., OBHDP, 2011
Found to be true in 4 different experiments…!• 208 incoming graduate students, 36% female and 50% U.S.!• 63 undergraduate students, controlling for age, gender, nationality, affect!• 254 working adults, 61% female and average age of 27!• 126 undergraduate students!
How have you seen power affect the degree to which people listen and take
the advice of others?!
Power Makes People More Self-Focused!
3
3.5
4
4.5
5
Low Power High Power
Source of Inspiration: Do People Write About Others or Themselves?
Other
Self
Source: Van Kleef et al., Social Psychological and Personality Science, 2015
…and all of this can hurt your team.!
Source: Tost et al., Academy of Management Journal, 2013
Leader Power
Increase in Leader Talking
Less Open Communication
in Team
Lower Team Performance
0%
20%
40%
60%
80%
No Formal Power
Formal Leader
Percent of Teams Who Identified the Correct Answer on Team Task
Neutral Power
High Power
Assessment: Bases of Power!
___ ___ Reward power – ability to reward for performance!___ ___ Coercive power – ability to punish or force compliance!___ ___ Legitimate power – formal right to influence (“the boss”)!___ ___ Referent power – personal connection or identification!___ ___ Expert power – having expertise that is valued or rare!___ ___ Information power – having info that is valued or rare!
Rank order:1 = Most important7 = Least important
You
Your Boss
Source: French and Raven, 1959
What are beliefs or stereotypes that enhance your psychological power?!
!What are beliefs or stereotypes that constrain your psychological power?!
What are ways you can communicate legitimate power?!!Share best practices.!
Closed“Low Power”
Open“High Power”
What are the most “High Power” body positions?!
Body postures and physiology!
-8
-4
0
4
8
12
High Power Low Power
Testosterone Change (pg/ml)
20% increase in energy
-0.05
-0.025
0
0.025
0.05
High Power Low Power
Cortisol Change (pg/ml)
25% decrease in stress
Source: Carney et al. Psychological Science, 2010
With Power Comes Responsibility!
“The guards appeared to thoroughly enjoy the power they wielded, yet none of our
preliminary personality tests were able to predict this behavior.”
Does Power Corrupt or Enable?!
Source: Decelles et al. Journal of Applied Psychology, 2012
55.5
66.5
77.5
8
Control High Power
Self-Interested Behavior: Keeping Value for Oneself
Low Moral Identity
High Moral Identity
Moral Identity:The extent to which a person holds morality as part of his or her self-concept
Your boss?Your next hire?Yourself?
Recap: Building Your Base of Power!• Defining power!• Benefits and costs of power!
– Proactivity, confidence, creativity, and health!– Overconfidence, not listening, self-focus, and
undermining open team communication!• Bases of power: personal, cognitive,
and structural!• Developing your bases of power!• With power comes responsibility!
