BMA eBook - Manual / Resource - Page 95
Feser / When Execution Isn’t Enough / 7
Typical statements by a leader using personal appeals are:
“You and I go back a long time in this company. I’d really like your help on. . . .”
“I need to ask you for a favor. . . .”
“Can I count on you guys making . . . ?”
EXCHANGING
Exchanging is even more focused on others because it assumes that the leader
understands what is valuable and important to the people being influenced.
With exchanging, leaders give something of value to the people being led in return for
getting something they want. Exchanging is based on the concept of reciprocity, which
says people tend to return a favor.14 The leader offers others something they may want or
offers to reciprocate at a later time if the others will do as requested.15
Negotiating, bargaining, or trading something, offering something with explicit or
implicit expectations of receiving something in return, reciprocating, swapping favors or
benefits, creating a win-win or a give-and-take situation, compromising, or making a
concession in return for a concession are forms of exchange.
Typical statements by a leader using exchanging tactics are:
“In return for participating in this employee survey, I will send you the aggregated
results.”
“If you support the decision, I will support your request. . . .”
CONSULTATION
Consultation is even more focused on others, because the leader pulls them in and
engages them in developing a course of action. With consultation, the leader asks others
to suggest improvements or help plan a proposed activity or change that wants or requires
their support.16
Participative leadership is a form of consultation. Consultation means asking others to
help the leader arrive at an acceptable solution, appealing to others’ expertise, asking for
input, probing for feedback, inviting others to participate or become involved in a process,
incorporating others’ ideas, or acting on their suggestions to give them a sense of
ownership.
Typical statements by a leader using consultation tactics are:
“My suggestion is that we do XYZ. What would you suggest?”
“In your opinion, what would be the advantages and disadvantages?”
“Knowing the industry, do you see a merger as the best choice?”
