The teamwork tactic emphasize pride in being outstanding is based on the premise that

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Essentially ethical and honest tactics (1-6)

1. leading by example and respect 2. using rational persuasion 3. explaining benefits to the target 4. making a personal appeal 5. developing a reputation as a subject matter 6. exchanging favors and bargaining

Essentially ethical and honest tactics (7-12)

7. legitimating a request 8. making an inspirational appeal, being charming, and emotional display 9. consultation with others 10. forming coalitions 11. being a team player 12. practicing hands on leadership

1. leading by example and respect

A simple but effective way of influencing group members is leading by example, or leading by acting as a positive role model. being respected facilitates leading by example

2. using rational persuasion

the leader uses logical arguments and factual evidence to convince another person that a proposal or request is workable and likely to result in goal attainment. 

3. explaining benefits to the target

apprising means that the influence agent explains how carrying out a request or supporting a proposal will benefit the target personally, including advancing the target's career. 

4. making a personal appeal

the agent asks the target to implement a request or support a proposal out of friendship. 

5. developing a reputation as a subject matter

becoming a subject matter expert on a topic of importance to the organization is an effective strategy for gaining influence. 

6. exchanging favors and bargaining

Offering to exchange favors if another person will help you achieve a work goal is another standard influence tactic

7. legitimating a request

A legitment request falls into one's scope and fits organizational policy making legitimate request is an effective influence tactic bc most workers are willing to comply with regulations.

8. making an inspirational appeal, being charming, and emotional display

to inspire others a leader must make inspirational appeals such an appeal is reinforced by an emotional display. the influence agent will be more effective when he or she displays a captivating personality with charm.

9. consultation with others

consultation with others before making a decision is both a leadership style and an influence technique. the target becomes more motivated to follow the agent's request bc the target is involved in the decision making process.

a coalition is a specific arrangement of parties working together to combine their power. Works bc "there is power in numbers"

influencing others by being a good team player is an important strategy for getting work accomplished. 

12. practicing hands on leadership

a hands on leader is one who gets directly involved in the details and processes of operations. the hands on approach influences suboridinates to follow the beliefs, procedures, and processes of the leader

Leader actions that foster teamwork

fostering teamwork is a major factor for the success of teams, including those working offshore. Inspirational leaders, as well as less charismatic ones, can encourage teamwork through certain actions and attitudes.

actions leaders can take using their own resources 1-5

1. defining the team's mission 2. establishing a climate of trust 3. developing a norm of teamwork based on cooperation theory 4. develop group emotional intelligence 5. emphasizing pride in being outstanding

actions leaders can take using their own resources 6-10

6. using a consensus leadership style 7. establishing urgency, demanding performance standards, and providing direction 8. encouraging competition with another group 9. engaging in ample interaction with the team 10.  minimizing micromangement

actions generally requiring organization structure or policy

1. designing physical structures that facilitate communication 2. emphasizing group recognition and rewards 3. initiating ritual and ceremony 4. practicing open book management 5. selecting team oriented members 6. using technology that enhances teamwork 7. blend representatives from the domestic company and foreign nations on the team

incorporates features of other motivation theories and offers the leader many guidelines for triggering and sustaining constructive effort from group members

the expectancy theory of motiviation

is based on the premise that how much effort people expend depends on how much reward they expect to get in return. 

basic components of expectancy theory

1. valence 2. instrumentality 3. expectancy

is the worth or attractiveness of an outcome. each outcome has a valence of its own. valences range from -100 to +100. a valence of -100 reflects intense desire to escape the outcome. +100 indicates intense desire for outcome zero valence reflects indifference

the probability assigned by the individual that performance will lead to certain outcome. 

the probability assigned by the individual that effort will lead to performing the task correctly. 

leadership skills and behaviors associated with expectancy theory

expectancy theory has many  implications for leaders and managers with respect to motivating others. Some of these implications would also stem from other motivational theories and would fit good management practice in general.

are important bc coaching is a direct way of influencing group members.

If coaching skills are implemented with skill, the following suggestions will improve the chances that coaching will lead to
improved performance. (1-6)

1 Communicate clear expectations to group members.
2 Build relationships.
3 Give feedback on specific areas that require improvement.
4 Listen actively.
5 Help remove obstacles.
6 Give emotional support and empathy. (Use positive rather than negative motivators. Displaying empathy is a form of emotional support.)

implemented with skill, the following suggestions will improve the chances that coaching will lead to
improved performance. (7-11)

7 Reflect content or meaning.
8 Give some gentle advice and guidance.
9 Allow for modeling of desired performance and behavior.
10 Gain a commitment to change.
11 Applaud good results.

inspiration and powerful communication

both formal and informal leaders must be persuasive and dynamic communicators.
two key domains are speaking and writing, and nonverbal communication
the 6 basic principles of persuasion presented later in this chapter are also relevant here

the majority of effective leaders

have an extra snap or panache, to their communication style.

speaking an writing (1-5)

1. be credible
2. gear your message to the listener, including his or her needs
3. sell group members on the benefits of your suggestions
4. use heavy impact and emotion provoking words
5. use anecdotes to communicate meaning

speaking an writing (6-10)

6. back up conclusions with data
7. minimize language errors, junk words, and vocalized pauses
8. use business jargon in appropriate doses
9. write crisp, clear memos and reports, including a front-loaded message
10. use a power oriented linguistic style

the six basic principles of persuasion

1. liking
2. reciprocity
3. social proof
4. consistency
5. authority
6. scarcity

people like those who like them

people repay in kind. the leader should be a model of desired behavior

people follow the lead of similar others

People align with their clear commitments

People defer to experts.
Make constituents aware of your expertise

People want more of what they can have less of.
People are more likely to act if
they believe that the resource at issue is shrinking rapidly.

is a fundamental management and leadership skill for such purposes as encouraging subordinates, establishing good exchanges, and identifying problems.

leaders face 2 major listening impediments

1. leaders are often overloaded making it difficult to listen
2. people listen faster than others speak, which can create mind wandering

listening as a leadership skill

a. show respect
b. selective listening to problems
c. making the rounds

A foundation tactic for a leader to become an effective leader is to show respect for others.
Showing respect leads to careful listening

selective listening to problems

Being bombarded with information, the leader makes an intentional or unintentional decision to listen to just certain problems. Success, however, is dependent on staying open to all incoming information.

refers to the leader casually dropping by constituents to listen to their accomplishments, concerns, and problems to share information

encompasses those activities that lead to the statement of goals and objectives and the choice of strategy.
strategic planning often takes the form of a SWOT analysis.

a method of considering internal strengths and weaknesses, and external opportunities and threats in a given situation

assess factors within the organization that will have a positive impact on implementing the plan.
what are your advantages and what do you do well?

take a candid look at factors within the firm that could have a negative impact on the proposed plan.
Consider the risks of pursuing a a particular course of action

Assess socioeconomic, political, environmental, and demographic factors in terms of benefits
they may bring to the organization.
Think of the opportunities that welcome you if you choose a promising strategic alternative.

Assess the possible negative impact socioeconomic, political, environmental, and demographic
factors may have on the organization.
For example, is changing technology changing your ability to compete successfully?

Development through education and experience

Much of leadership development takes place through means other than self-awareness and self-discipline or leadership development programs.
Almost any life activity can help people prepare for
a leadership role.

Education generally refers to acquiring knowledge without concern about immediate application.
The extent of formal education is positively correlated with achieving managerial and leadership positions and with the level of leadership position attained

Without experience, knowledge cannot readily be converted into skills. Leadership experience also helps build skills and insights that a person may not have formally studied.

The best experiences for leadership development are those that challenge the manager realistically.
The goal of leadership development is to provide meaningful development opportunities, not to push managers to the point where they are
most likely to fail.

The two major developmental factors in any work situation are work associates and the task itself.
Work associates can serve as positive or negative models. Work-related tasks give the leader an opportunity to become an effective and innovative problem solver.

Many aspects of leadership are situational. Gaining managerial experience in different settings is therefore advantageous. A widespread practice is to assign managers to cross-functional teams to give them experience in working with other disciplines.

Challenges of being a new leader

1. Uncertainty about how much time to spend leading versus doing individual tasks.
2. Overcoming the resentment of the people in the group who wanted your leadership position
3. Building relationships and fostering teamwork quickly enough.
4. Having realistic expectations about how much you can accomplish right away.
5. Overcoming the need to be liked by everybody.