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The Little Book of Big Management Theories, 2nd Edition by Dr. Bob Bates, Dr. James McGrath

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THEORY 90

SOURCES OF INFLUENCE

Use to help you develop your strategy for exercising influence.

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 listening ...

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