Review Of Leadership
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Review of Theories: Leadership Rie Atagi
Development of Leadership Theories • Trait leadership: Seek who they are. “Leaders are born, not made.” • Situation leadership: “Leaders are made by the situation, not born.” • Behavior leadership: Seek what they do. • Contingency theory: No single approach is superior to all others.
Transformational Leadership
Idealized influence: building trust and respect in followers by providing vision and a sense of mission. Inspirational motivation: communicates high expectations, comes from leader behaviors that provide meaning/challenge for followers. Intellectual stimulation: Promotes innovation, creativity of followers, no public criticism of individual members for mistakes. Individualized consideration: gives personal attention to each individual’s needs for achievement and growth.
Empowerment
Empowerment is the processes by which administrators share power and help others use it in constructive ways to make decisions affecting themselves and their work. Empowerment gets translated into shared decision making, delegation of authority, teamwork, and site-based management. When teachers are empowered, principals are less likely to use coercive power, less able to rely on legitimate power and more likely to serve as facilitators who guide teams of teachers using their knowledge and expertise. (expert power)
Case 1 The principal of academic affairs assigned you and four other teachers to work on a curriculum reform committee. The PTA requested this reform as they feel the current curriculum is not preparing the students for college entrance exams. Therefore, parents, as school clients, prefer a more rigorous curriculum focusing on basic skills and rote memorization. The other four committee members feel they should follow the clients’ wishes and adjust the curriculum accordingly. You, however, strongly believe that child-center inquiry-based learning and creative thinking skills are best for students to prosper in today’s society. How can you influence and persuade the other committee members to change their view?
The Art of Persuasion Six Persuasion Techniques
1. 2. 3. 4. 5. 6.
Reciprocation Scarcity Authority Consistency Consensus Liking
Reciprocation/Exchange (Act First)
People will feel obligated to return behavior given or demonstrated to them.
Your product/idea has two options – a more costly one and a less costly one. Which one do you present first to your prospect/investor? To get people to like you more and cooperate with you, what is the single most productive thing you can do before trying to influence them?
Example of Reciprocation Principle 50 40
Take juvenile delinquents to the zoo.
30 20 10 0
Will you be a Big brother first? If not, then can you take delinquents to the zoo?
Scarcity
People want more of what they can’t have. You need to explain to people why they will get benefits that they can’t get anywhere else. People are persuaded by “exclusive information” as well as “scarcity information”.
Is it better to tell people what they will gain by agreeing with your idea or what they may lose if they do not buy your idea? If you have a new piece of information, when do you tell people that it’s new? Before or after you actually give them the information?
Example of Scarcity Principle 35 30
If you buy the insulation, you will save 50 cents per day.
25 20 15
If you fail to buy this insulation, you will be losing 50 cents per day.
10 5 0
% of people that bought the insulation
Authority
Establish your authority first (give credentials) and establish your trustworthiness.
If you have a product/idea that has strengths and weaknesses, which should you talk about first? Burger King admits they are slower than McDonalds, but that is because they “tastes better.”
Consistency
People want to be consistent with what they have said or written publicly.
A restaurant may say: “Please call if you must cancel your reservation.” Their call back rate went up dramatically when they added two words to that request. What could they be?
Example of Consistency (commitment) Principle 35 30
Donate money to establish a recreation center for the handicapped.
25 20 15 10 5 0
% Agreed to donate
Those that first had signed the petition and later were asked to donate to the recreation center.
Consensus
People often make decisions based on what the majority is doing. 80~90% are strongly influenced in this way. For some, key referents or experts may be more important. “Operators are waiting, please call now.” How can we change the phrase?
Example of Consensus Principle 35 30 25
Operators are waiting, call now!
20 15
If operators are busy, please call again!
10 5 0
Response Rate
Liking
People are more likely to buy from or agree with those that they like, or they perceive as similar to them or sharing some connection. Increase liking:
Similarities (people similar to us) Complements (people like us) Cooperation on a project together (work together)
Development of Leadership Theories • Trait leadership: Seek who they are. “Leaders are born, not made.” • Situation leadership: “Leaders are made by the situation, not born.” • Behavior leadership: Seek what they do. • Contingency theory: No single approach is superior to all others.
Transformational Leadership
Idealized influence: building trust and respect in followers by providing vision and a sense of mission. Inspirational motivation: communicates high expectations, comes from leader behaviors that provide meaning/challenge for followers. Intellectual stimulation: Promotes innovation, creativity of followers, no public criticism of individual members for mistakes. Individualized consideration: gives personal attention to each individual’s needs for achievement and growth.
Empowerment
Empowerment is the processes by which administrators share power and help others use it in constructive ways to make decisions affecting themselves and their work. Empowerment gets translated into shared decision making, delegation of authority, teamwork, and site-based management. When teachers are empowered, principals are less likely to use coercive power, less able to rely on legitimate power and more likely to serve as facilitators who guide teams of teachers using their knowledge and expertise. (expert power)
Case 1 The principal of academic affairs assigned you and four other teachers to work on a curriculum reform committee. The PTA requested this reform as they feel the current curriculum is not preparing the students for college entrance exams. Therefore, parents, as school clients, prefer a more rigorous curriculum focusing on basic skills and rote memorization. The other four committee members feel they should follow the clients’ wishes and adjust the curriculum accordingly. You, however, strongly believe that child-center inquiry-based learning and creative thinking skills are best for students to prosper in today’s society. How can you influence and persuade the other committee members to change their view?
The Art of Persuasion Six Persuasion Techniques
1. 2. 3. 4. 5. 6.
Reciprocation Scarcity Authority Consistency Consensus Liking
Reciprocation/Exchange (Act First)
People will feel obligated to return behavior given or demonstrated to them.
Your product/idea has two options – a more costly one and a less costly one. Which one do you present first to your prospect/investor? To get people to like you more and cooperate with you, what is the single most productive thing you can do before trying to influence them?
Example of Reciprocation Principle 50 40
Take juvenile delinquents to the zoo.
30 20 10 0
Will you be a Big brother first? If not, then can you take delinquents to the zoo?
Scarcity
People want more of what they can’t have. You need to explain to people why they will get benefits that they can’t get anywhere else. People are persuaded by “exclusive information” as well as “scarcity information”.
Is it better to tell people what they will gain by agreeing with your idea or what they may lose if they do not buy your idea? If you have a new piece of information, when do you tell people that it’s new? Before or after you actually give them the information?
Example of Scarcity Principle 35 30
If you buy the insulation, you will save 50 cents per day.
25 20 15
If you fail to buy this insulation, you will be losing 50 cents per day.
10 5 0
% of people that bought the insulation
Authority
Establish your authority first (give credentials) and establish your trustworthiness.
If you have a product/idea that has strengths and weaknesses, which should you talk about first? Burger King admits they are slower than McDonalds, but that is because they “tastes better.”
Consistency
People want to be consistent with what they have said or written publicly.
A restaurant may say: “Please call if you must cancel your reservation.” Their call back rate went up dramatically when they added two words to that request. What could they be?
Example of Consistency (commitment) Principle 35 30
Donate money to establish a recreation center for the handicapped.
25 20 15 10 5 0
% Agreed to donate
Those that first had signed the petition and later were asked to donate to the recreation center.
Consensus
People often make decisions based on what the majority is doing. 80~90% are strongly influenced in this way. For some, key referents or experts may be more important. “Operators are waiting, please call now.” How can we change the phrase?
Example of Consensus Principle 35 30 25
Operators are waiting, call now!
20 15
If operators are busy, please call again!
10 5 0
Response Rate
Liking
People are more likely to buy from or agree with those that they like, or they perceive as similar to them or sharing some connection. Increase liking:
Similarities (people similar to us) Complements (people like us) Cooperation on a project together (work together)
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