Influence: An Important Tool For Successful Leadership

Abstract

Leadership is a process whereby an individual influences a group of individuals to work toward the achievement of a common goal which they consider desirable. Thus, influence is key to successful leadership. Getting people to follow is the sine qua non of leadership. Leaders get things done through others. They inspire and guide others toward goal accomplishment and consistently develop and sustain cooperative working relationships. Over the past several decades, experimental psychologists have learned which methods reliably lead people to concede, comply, or change. Their study shows that influence is governed by several principles that can be taught and applied. Some of the principles include: credibility, reciprocity, attraction, colleagueship, and commitment. Leaders must also have the expertise to solve problems, exhibit a sense of fairness in dealing with issues and workers, be optimistic and show self-efficacy. Leaders need to sell ideas and to motivate people to support and implement decisions.

IFE PsychologIA Vol. 16 (2) 2008: pp. 225-242