Dr. Mike Christensen, CIH
AVP, Risk Mgmt. Services
CSU, Sacramento
Outline
1.
2.
3.
4.
5.
6.
Leadership theory
What is “Leadership”
Power, Influence, and Persuasion
Influence tactics and behaviors
Ten strategies
Conclusion
British Imperial Trans-Antarctic Expedition





Departed: December 5, 1914
Captain: Sir Ernest
Shackleton & 28 men
Ship: Endurance. Fortitudine
Vincimus: By Endurance We
Conquer
Anticipated duration: 120
days
Actual duration: 634 days
http://topdocumentaryfilms.com/the-endurance-shackletons-legendary-antarctic-expedition/
GenetiSocio-Environmental Effect
Biology – All of us are genetically and socially predisposed to utilize
specific good or bad behaviors in responding to social and environmental
conditions. But an unfavorable predisposition can be managed and even
changed.
Conformity - “In both small groups and larger organizations,
one of the most significant psychological tendencies is a strain toward
uniformity, a tendency for people to agree on some issue or to conform
to some behavioral pattern. Such uniformity… has both necessary and
desirable elements…” (Nemeth and Staw, 1989)
Perceptions - That which determines—perhaps more than
anything else—whether we are successful within the context of our
specific profession, or within the context of any given social situation, is
how we are perceived by others. Others perceptions, not self-opinion,
ultimately determines the scope of our influence and effectiveness.
Research Studies on Influence
Perception and Reality Study
 Turkey, chicks, and polecats, Study (Animal

Behavior Biologist, M. W. Fox, 1974)
 Trigger feature - Cheep-cheep
Communication study
 Conformity Study
 Pelz Study (Pelz Effect)

Leadership Theory
120 years of formal research (qualitative
and quantitative)
 Hundreds of book and tens of thousands
of articles written on the subject
 Common Leadership Theories/Constructs

Great Man
Theory
Complexity
Theory
Trait Theory
Behavioral
Theory
Authentic
Theory
Leadership
Theories
Transactional
Theory
Participative
Theory
Situational
Theory
Contingency
Theory
Transformational
Theory
Defining Leadership
Group Activity – 5 minutes
Define Leadership?
Definitions of Leadership





Leadership, as defined by Northouse (2007), “is a process
whereby an individual influences a group of individuals to
achieve a common goal” (p. 3)
Gardner (1990) described leadership as “the process of
persuasion or example by which an individual (or leadership
team) induces a group to pursue objectives held by the leader
and shared by the leader and . . . followers” (p. 1)
According to Antonakis, Cianciolo, and Sternberg (2004),
“leadership can be defined as the nature of the influencing
process—and its resultant outcomes—that occurs between a
leader and followers…” (p. 5)
Rost (1991) characterizes leadership as “an influence
relationship among leaders and followers who intend real
changes that reflect their mutual purpose” (p. 102)
Generally, researchers agree that leadership is characterized by
one’s ability to influence others (Antonakis, Cianciolo, &
Sternberg, 2004)
What is Leadership?
Effectively using personal assets of
power and persuasion to influence
others to willingly support our efforts.
Fail to influence, fail to lead
Power (noun)
The ability to… produce an effect.
 Authority and/or access to resources and/or
tools.
○ The inherent and/or acquired interpersonal assets
one possesses and their ability to leverage those
assets to their advantage.
Power (i.e., Personal Power)
 The
sum total of all your innate and
acquired/learned personal assets
who you are right now!
 But it’s not limited to who you are
right now!! Neither the past nor the
present you = the future you
 It’s
Persuasion (noun)
The… process… of persuading. Persuade
(verb): to move by argument, entreaty, or
expostulation to a belief, position, or course of
action.
○ The specific process used to persuade others.
 The interpersonal tools (i.e., strategies/methods,
tactics/devices) one uses to motivate others to action.
Influence (verb)

The act… of producing an effect without
apparent exertion of force or direct exercise
of command.
 Manifestation of behaviors/actions.
○ Actual resources/tools used, and/or the perceptions
other have regarding how we’re using those tools.
Power (noun)
The ability to… produce an effect.
Persuasion (noun)
The… process… of persuading.
Persuade (verb): to move by
argument, entreaty, or
expostulation to a belief, position,
or course of action.
Influence (verb)
The act… of producing an effect
without apparent exertion of force
or direct exercise of command.
Authority and/or access to
resources and/or tools.
The specific process used to
persuade others.
Manifestation of behaviors/actions.
The inherent and/or acquired
interpersonal assets one possesses
and their ability to leverage those
assets to their advantage.
The interpersonal tools (i.e.,
strategies/methods, tactics/devices)
one uses to motivate others to
action.
Actual resources/tools used, and/or
the perceptions other have
regarding how we’re using those
tools.
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
Readily available quality and
quantity of information
Cognitive ability (knowledge
acquisition & social and
emotional intelligence)
Position, authority
Communication skill
Appearance or charisma
Apprising
Coalition
Collaboration
Consultation
Exchange
Ingratiation
Inspirational Appeal
Legitimating
Personal Appeals
Pressure
Rational Persuasion
•
•
•
Silence (Pressure)
Withholding information
(Pressure)
Written or verbal argument
(Rational persuasion/logical
argument)
Incentive (Exchange or
reciprocity)
Manipulation (Ingratiation,
Coalition, etc.)
Influence is a verb and is therefore a product
of behavior
 How influence behaviors are selected and
how they are actualized (i.e., influence
tactic) determines, in part, the degree to
which the agent will be successful in
influencing others
 Knowing the 11 types of influence tactics,
and under what circumstances their
associated behaviors are likely to succeed,
can significantly enhance one’s
effectiveness

Appraising
Rational
Persuasion
Coalition
Pressure
Personal
Appeals
Collaboration
Influence
Tactics
Legitimating
Exchange
Inspirational
Appeals
Handout 1
Consultation
Ingratiation
Influence Tactic Summary
Rational persuasion: Prepare, prepare, prepare. The adage, “Fail to prepare, prepare to fail”, is true. Logical
argument does not rely on pressure. If your attempts at persuasion are perceived as pressure, you lose!
Inspirational appeals: Be inspirational/positive and confident, not arrogant. If you’re perceived as arrogant, you
lose.
Consultation: Listen to others. Engage others in the discussion. Ask them what they think. Be cautious not to feed
negativity. Instead, seek solutions. Commiserating reduces trust.
Collaboration: Drop your ego. Obtain buy-in of other before acting. People feel important when they are included.
Apprising: Communicate, communicate, communicate.
Ingratiation: Provide honest and sincere compliments. According to Appelbaum and Hughes (1998), ingratiation
can be an effective behavior even if the attempt is rather blatant. Its effectiveness is understood in terms of
“social reciprocity”, where the recipient of an ingratiating behavior feels an obligation to reciprocate with an
equally favorable behavior. Forty years of studies on ‘strategic ingratiation’ confirms that “ kissing up”, even
when other see through it, pays off. (Appelbaum & Hughes, 1988, p. 4).
Personal appeals: Asking others to act without providing a rational justification, is often ineffective or may be
viewed as manipulative.
Exchange: Social reciprocity. This can be an effective tool when used correctly. (Affect, Loyalty, Contribution,
Professional Respect)
Legitimating: Rely on self-promotion. Self promotion can backfire. No one like a “know it all”.
Pressure: No one like to be pressured. Pressuring others is often viewed as an infringement upon agency or
personal liberty. Often, attempts to persuade by use of rational persuasion tactic is perceived as pressure. Be
cautious of the perceptions your creating.
Coalition: Group pressure/hostile take-overs fall into the arena of coalition tactics. Coalition tactics are often
substituted for rational persuasion tactics. While you might succeed by using coalition tactics, such tactics often
result in an erosion of trust, thus diminishing personal power.
Ten Strategies or “Laws” for
Increasing Social Influence
Reciprocation
 Scarcity
 Authority
 Consistency
 Consensus
 Liking

Dr. Robert Cialdini
Conformity
 Confidence
 Rational
Persuasion
 Personal asset
building

Reciprocation

That which you sow, you reap.
 Be generous
 Offer compliments
 Show gratitude
 Give support
360 application. In all of these, be sincere.
“You can have everything in life you want, if you will
just help other people get what they want”
Zig Ziggler
Credibility
Don’t give your credibility away
 Draw upon other resources
 Reference credible and accessible
sources
 Possess relevant information

Authority




Make yourself the visible expert
Appearance
Behavior (Influence Tactics/Behaviors)
Audience
 Know your audience
 Deliver what you promised to deliver

Emotional Intelligence (EI)
 Situational awareness
 Self-monitoring
 Knowing when to speak and to remain quiet
Authority is attributed to individuals who are perceived as experts.
Preparation (i.e., rational persuasion) is interpreted as expertise. If your
prepared (i.e., rational persuasion), you become the expert.
Social Emotional Intelligence





Evaluate the appropriateness of behaviors.
Change your behavior
Accept the criticisms of others, regarding
your behaviors
Monitor the situation and understanding it
before reacting to it
Monitor yourself. Control your emotions.
Don’t react impulsively
Be guided be facts not emotions. Obtain
the facts before offering a response. “The
Boy Who Cried Wolf” and “Know-it-Alls”
“If you go looking for a friend, you're going to find they're very
scarce. If you go out to be a friend, you'll find them everywhere.”
Zig Ziggler
Commitment & Consistency
Once a commitment is made, we strive
towards consistency
 Obtaining commitments is the key to
consistency of actions

Consistency: Related to dependability, repeatability, self-discipline.
Consistency generates confidence in others. It validates your
commitment. Failing to be consistent, to exercise follow through,
diminishes trust, which, in turn, diminishes the quality of the
“exchange” relationship”.
Consensus
Moving lights
 Often, it only takes one opinion to
change perceptions

Consensus: People are more likely to jump onto the
“bandwagon” if others are already on board. This is not the
same as coalition. However, the facts showing consensus may
be critical to successful actualizing rational persuasion tactics.
Liking
Social exchange
 Leader-member exchange

 Affect (liking)
 Loyalty
 Contribution
 Professional respect
Liking: The quality of the “exchange” relationship improves as
liking improves. Liking is one of the four dimension of social
exchange (i.e., Liking or affect, loyalty, contribution,
professional respect)
Agreement/Disagreement

Agreement is not the key. It’s how you
agree, or disagree that matters.
 In-agreement Good
 In-agreement Poor
 Over-estimator Good
 Over-estimator Poor
 Under-estimator Good
 Under-estimator Poor
Confidence






Without confidence, leadership does not
exist
Confidence come with asset building and
experience
Risk taking is part of confidence building
But confidence is not itself, leadership
Confident leaders instill confidence in
others by trust and encouragement
Confidence manifests itself in the from of
inspirational appeal (e.g., charisma, etc.)
Rational Persuasion

Argument





Claim
Evidence
Warrant
Inspirational appeal
Credibility
If someone accused you of being persuasive, of
being an influential leader, would they have
enough evidence to convict you?
MPHG – She’s a witch! YouTube
MPHG – She’s a witch! Computer
Asset Building

Don’t just go with the flow, create it!
 Know the culture
 Establish the climate within the context of
the culture
 Enhance your technical expertise (Assets)
 Leadership expertise
Reason (Rational persuasion)
 Logical Argument
 Claim
 Evidence
 Warrant
 Credibility
 Inspirational appeal
MPHG – She’s a witch! YouTube
MPHG – She’s a witch! Computer
QUESTIONS?