Bottom Line, Inc.
Individual Contributor - Participant’s Workbook
UNDERSTANDING POWER
One of the most notable studies on power was conducted by social psychologists John French and Bertram
Raven in 1959. They identified five bases of power:
1. Legitimate – This comes from the belief that a person has the right to make demands, and expect
compliance and obedience from others.
2. Reward – This results from one person’s ability to compensate another for compliance.
3. Expert – This is based on a person’s superior skill and knowledge.
4. Referent – This is the result of a person’s perceived attractiveness, worthiness, and right to respect
from others.
5. Coercive – This comes from the belief that person can punish others for noncompliance.
Awareness of these sources of power, you can:
Better understand why you’re influenced by someone, and decide whether you want to accept the
base of power being used.
Recognize you own sources of power.
Build your leadership skills by using and developing your own sources of power, appropriately, and for
best effect.
The most effective leaders use mainly referent and expert power. To develop your leadership abilities, learn how to build
these types of power, so that you can have a positive influence on your colleagues, your team and your organization.
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