Leading with influence - Achieving a win win situation through negotiation

This post came out from The Straits Times (20 August 2015)
Title - Leading with influence - Achieving a win win situation through negotiation

Some pointers that I've got are:
1. Legitimate power
2. Reward power
3. Coercive power
4. Expert power
5. Referent power
6. Understanding power to become more influential

On Legitimate power

• This is based on one's position in the organisation, such as a chief executive officer.
• This legitimate power can be increased by adding new policies that expand the sphere of influence. 
• Do note that excessive legitimate power breeds resentment.
• The power to reward and punish usually complements legitimate power, as those in higher positions have more resources at their disposal.

On Reward power

• This works only if subordinates value the reward, and see a link between the reward and their performance. Intangible rewards such as praise are often more meaningful than tangible rewards.
• Unless used wisely, such rewards may become expected and lose their impact. Excessive reliance on rewards to influence others may diminish their perception of expert power.

On Coercive power

• Meaning actual punishment or the issuing of a threat, this type of power is easily abused. It usually takes the form of a reprimand, demotion, or other disciplinary action. It can even be wielded by those without formal power, for example, by bullying.
• When used by the leader, coercive power tends to lead to poorer worker performances and job satisfaction. It also reduces that leader's referent and expert power. The effectiveness of reward and punishment depend largely on how often and fairly it is used.

On Expert power

• Based on knowledge, skills and abilities, expert power is becoming more important with increased job specialisation, complexity and newer forms of workplace organisation. 
• Expert power is the easiest type of power for most people to acquire and develop, regardless of their position in the organisation. However, this type of power is limited to matters within one's area of expertise.

On Referent power

• Charismatic leaders and celebrities possess this, which allows them to influence others based on the respect or admiration. 
• If you lack charisma or are not a celebrity, you can still gain some measure of referent power by being likeable and caring. 

On understanding power to become more influential

• Minimise the use of legitimate power. Surely you can get results without relying on your position.
• Tie rewards to behaviours and performance, and give them fairly
• Emphasise intangible rewards such as praise, recognition and appreciation
• Use coercion only as a last resort, and do not do so arbitrarily
• Develop your expertise. Read, take courses, and practice what you learn
• Work on your EQ and likability, and show you care for those around you. 

Yours,
Something Small Thinking Big