Posted by: csdivakar | December 22, 2007


Influence is an extension of power; it is the mechanism through which people use power to change behavior or attitudes. Unlike power, however, influence can produce an effect without the apparent exertion of force, compulsion, or direct command. In a sense, it is power in a velvet glove. (Remember the classic Mafia movie line, “Make him an offer he can’t refuse.”) In some cases, influence is exerted through manipulation. Influence can also be exercised by people who have no formal power. Every manager must understand how to influence others: bosses, peers, and subordinates.


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