LEADERSHIP AND MANAGEMENT: PRACTICE OF THE ART OF INFLUENCE

Krume Nikoloski
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Krume Nikoloski: GOCE DELCHEV UNIVERSITY - STIP, FACULTY OF ECONOMICS, REPUBLIC OF MACEDONIA

Annals - Economy Series, 2015, vol. 1II, 31-39

Abstract: The role of the leader is to work with people through his cooperates in order to achieve the goals of the organization. For that aim, he has to understand the human behavior and to be capable of communication, in order to motivate the lead other peoples. The function of management consists of the capability to influence the behavior of individuals and groups on their work [1]. Influence is “a force one person exerts on someone else to induce a change in the target, including changes in behaviors, opinions, attitudes, goals, needs and values” and “the ability to affect the behavior of others in a particular direction.” To influence, a leader uses strategies or tactics, actual behaviors designed to change another person’s attitudes, beliefs, values or actions. The art of influence is a key leadership component. A successful leader will understand what influence tactic works best for the situation and the person or group. If the desired results aren’t obtained, perhaps the wrong tactic is being used. In this paper, some aspects of these characteristics will be presented.

Keywords: management; leadership; organizations; influence; tactics; power (search for similar items in EconPapers)
Date: 2015
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