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The Little Book of Big Management Theories by Dr. Bob Bates, Dr. Jim McGrath

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THEORY 78

SOURCES OF INFLUENCE

Use to analyse the constituent parts of the quality problem you face.

Influence differs from power in that it seeks to persuade, not compel, people to comply with your requests. With power you can force people to follow your orders, but it’s not a recipe for a happy team. Managers need to master the softer arts of influence and persuasion.

Writers, psychologists and management gurus have identified various sources of influence or strategies that managers can use. Below are seven that appear in many lists.

SOURCES OF INFLUENCE INCLUDE:

Let people believe that you are just like them. People respond more positively to those they think share their views and beliefs.

Make people feel comfortable. Use active ...

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