Improve Your Communication Skills, 2nd Edition



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Improve Your Communication Skills Present with Confidence; Write with Style; Learn Skills of Persuasion ( PDFDrive )

reward power
: the ability to grant favours for
behaviour; 
• coercive power
: the ability to punish others; 
legitimate power
: conferred by law or other sets of 
rules; 
( c) 2011 Kogan Page L imited, All Rights Reserved.


27 How Conversations Work
referent power
: the ‘charisma’ that causes others to 
imitate or idolise; 
• expert power
: deriving from specific levels of knowledge 
or skill. 
Referent power is especially effective. Conversations can become 
paralysed as one of us becomes overcome by the charisma of the 
other. 
Conversations often fail because they become power 
struggles. People may seek to exercise different kinds of power at 
different points in a conversation. If you have little reward power 
over the other person, for example, you may try to influence 
them as an expert. If you lack charisma or respect with the other 
person, you may try to exert authority by appealing to legitimate 
or to coercive power. 
Role 
A role is a set of behaviours that people expect of us. A formal role 
may be explicitly defined in a job description; an informal role is 
conferred on us as a result of people’s experience of our 
conversations. 
Conversations may fail because our roles are unclear, or in 
conflict. We tend to converse with each other in role. If the other 
person knows that your formal role is an accountant, for 
Convening power: an emergent force
People are beginning to talk about a new form of power. 
Convening power is defined by the Foreign and 
Commonwealth Office as ‘the ability to bring the right 
people together’. It’s the power of ‘connectors’, who are 
often at the heart of effective networking. For more, look at 
Chapter 9.
( c) 2011 Kogan Page L imited, All Rights Reserved.



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