chapter  3
24 Pages

Influencing

In this chapter we focus on one of the key roles of a leader – that of influencing people. Approaches to leadership based on the ‘heroic’ model have tended to portray influence as stemming from a leader’s charisma. John Kotter wrote in his Harvard Business Review article that leaders ‘set direction’ by developing a compelling vision of the future and communicating it in such a way that others are inspired to follow. This model of influence is often supported by pen portraits of charismatic leaders who have turned failing companies around by influencing others to follow them in a new direction.