Last class said that although the power given by the post can also affect others, it is not the most brilliant leader. We should learn to transcend post power and establish influence based on "expert ability" and "charm" (also called "reference power" in management). Because of these two influences, it is the clearest leadership.

Ask a question first: Do you want a subordinate who obeys or a subordinate who follows? Needless to say, I can guess your answer. You must have a subordinate to follow. So, today we will tell you by comparison, why would anyone want to follow you?

1, economic exchange and social exchange

In the post power, there is a kind of "reward power", which is to influence others by giving them money. We often say that money can communicate with God. In fact, money can also communicate with subordinates. Only when you give enough money will your subordinates be completely at your mercy. If everyone adds money together, it will have an impact on subordinates. If there is enough money, this influence can be considerable.

However, the biggest problem of influencing people with money is that when you have money, you have influence; Without money, subordinates have no motivation. All the behaviors of subordinates are essentially "obedience", and "obedience" depends on the face of money.

Why? Because of your influence, to a large extent, you are making a deal with your subordinates, which is an economic exchange. Economic exchange, pay attention to equal exchange, pay attention to equality: I will do as much work as I am given. As for whether you meet the needs of your subordinates' career development in the process of work, you don't have to consider it. Subordinates will measure themselves. If it is not cost-effective, he will quit. It's no use signing a long-term contract. The beneficiary will tear up the contract at any time, which is called "opportunistic behavior" in economics. Therefore, the influence based on economic exchange is often not lasting. The money is here, but it's gone.

What if it is not economic exchange, but social exchange? The result will be much better. Subordinate will follow you without money, and he will share joys and sorrows with you. This is called "following".

What is "social exchange"? The teacher understands social exchange in this way: for example, if I go shopping, it is a process of economic exchange, but if I buy something from a smiling vendor, economic exchange, plus the smiling face every time, constitutes social exchange. I didn't pay for that extra smiling face, but it is valuable in my heart.

Sociologist Blau called it "value equivalence".

Different people have different prices for this smiling face. However, in any case, this smiling face is definitely a positive value in your heart. The next behavior of subordinates actually comes from this positive value. Therefore, a good leader will use this logic to develop the highest level of leadership and let subordinates "follow".

What needs to be emphasized here is that all subordinates have a social exchange psychological account for their leaders. This account is a savings account, not a credit account. The more "positive value" there is at ordinary times, the more rewarding it will be at critical moments; Don't save at ordinary times. You have to overdraw like a credit card at a critical moment, and no one will help you.

In the first module, I specially taught the "principle of reciprocity" in social exchange, which paved the way for the following discussion of these management issues. A good manager must make good use of the power brought by his position, pay attention to the formation of real social exchange, and let subordinates feel extra income, that is, those smiling faces. Especially in the era of knowledge economy, leaders must know what they expect from those who want to increase their income steadily and strive to realize their dreams.

2. Expert power

Now, in-depth analysis of "expert power" and "reference power", because they are both important sources beyond post power and form a strong influence.

Let's talk about expert power first. Expert power, in short, is a kind of business ability, which is the influence formed because individuals have professional knowledge and technology in specific fields. To put it bluntly, it is because you are a big cow that everyone believes in you and is willing to follow you and listen to your command.

Why does the teacher object to Garcia's legend that the boss plays ball every day and wants employees to have execution? It is precisely because of this management thinking that it is essentially anti-management. You know, after Google went public, it hired a full-time CEO, but for several years, Page has been quietly following the CEO and often asks some questions, some of which are silly, so everyone nicknamed him "stupid Page". In fact, Peggy stole from the teacher and studied management, hoping to take over the position one day. Page knows that only by relying on expert ability can he gain influence.

3. Standard power

After talking about expert ability, let's talk about "reference power", which is the influence of personal charm. You must have met some people. You just need to listen to him and make up your mind to cooperate with him. You will be influenced by his personal qualities such as self-confidence, persistence, concentration and selflessness, and become a sincere follower. This is the role of charm. In recent ten years, many papers in the field of leadership are about charismatic leadership, and sometimes even give people a misunderstanding that only charismatic leadership can achieve great things.

Carefully savoring this story by Ning Baoli, you can feel the charm of Ning's daring to "take responsibility" from your memories. Would you like to talk to a leader who always puts the blame on his subordinates? Or are you willing to talk to a leader who dares to take responsibility? I think the answer is self-evident. A few days ago, I read a sentence called: It is better to stand on the side of subordinates when something happens than to have dinner with them often. This is about how to build the trust of subordinates by taking responsibility.

4. Managers and leaders

Through the first two classes, I want to tell you that a good leader is not a simple manager, and the realm of a leader is higher than that of a manager. When you become a person in charge, manage a stall and have your own soldiers, you are just a manager, and your next goal is to become a leader. As a manager, your power is given to you by the organization. You can only use the legal power, reward power and punishment power within the organization to complete the task. It is difficult for you to form real leadership only by relying on these powers.

And if you go beyond the manager's self-orientation, through the display of professional ability and charm, into the hearts of subordinates, you will go beyond a simple manager and become an excellent leader. You have leadership, so you are awesome.

The teacher's personal experience tells me that there are many ways to show charm, but the core is to have a pattern, to know how to adapt to the times, and to think more about others when things happen. I especially like a proverb of Xiaogang Feng. He said: The greatest deception is sincerity.

Thinking after class

After class today, I prepared some reading materials for you, hoping to inspire you. Please take some time to study your leader after class and see if he is a leader or a manager. Then, please make a list for yourself and think about what you should do in order to establish your leadership position if you sit in that position one day. We prepared silently.