ABSTRACT
Chapter 13 examines power, influence and behaviour, specifically how we encourage people to behave in a certain way, which we examine through our own adapted model of human behaviour. There is no doubt of the benefits to be gained from formal and positional authority, but it is neither necessary nor sufficient. Network leadership is, in the first instance, a combination of personal attributes based upon people’s identification with you, their trust in you and their belief in your abilities, but it is trust in you that comes first. Harvard Business School professor Amy Cuddy has found that while most people, especially in a professional context, believe that competence is the most important factor generating trust. It is in fact personal integrity that counts for more.
