Skills For Managers And Leaders

915 Words4 Pages
To be a good manager, it is imperative to understand the difference between power and influence. In Yukl’s book, Skills for Managers and Leaders, power is defined as “the potential of one person (the agent) to exert influence on another person (the target) and it stems from some type of dependency of the target person on the agent” (Yukl, 1990). While power is an important part of being a manager, understanding the power of influence is essential. “Influence is necessary to sell your ideas, to gain acceptance of your policies or plans and to motivate others to implement your decisions” (Yukl, 1990). There are three main outcomes that occur when a manager is attempting to be influential: commitment, compliance and, resistance. Commitment occurs when an influence attempt is successful and consists of the person complying and accomplishing the task to the best of his or her ability. Compliance results when the influence attempt is somewhat successful and the person does not show any enthusiasm towards completing the task and completes the task with minimal effort. When an influence attempt does not work and is unsuccessful, the result is resistance. “Resistance is a condition wherein the target person is opposed to the requested action and will try to avoid doing it” (Yukl, 1990). These outcomes are important for a manager to understand. A manager can tell how influential they are being by the level of commitment and effort of their subordinates. When compliance or
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