Power: the ability to change behaviour
Political scientist Robert Dahl famously defined power as “the ability to get someone to do something they would not otherwise have done.” In leadership, that shows up whenever your role, resources, or control of information mean your decisions change people’s behaviour even if they’d have chosen differently. Power, used on its own, can secure action while quietly eroding trust, initiative, and honesty. People do what you ask, but they start conserving energy, avoiding risk, or telling you only what you want to hear.
Influence: the ability to change what people want
Influence is the capacity to shape how people see, feel, and value things so that they want to move in the direction you’re asking. Where power pushes behaviour, influence pulls motivation.
Research on organisational behaviour and social psychology gives us a simple but rich list of influence tactics—the practical “how” of influence:
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Rational persuasion – using clear reasons and evidence.
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Apprising – showing how a decision personally benefits the other person.
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Inspirational appeals – connecting to shared values or purpose.
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Consultation – inviting input into the decision or plan.
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Collaboration – offering help or resources to make it doable.
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Ingratiation – using warmth and praise to lower defensiveness.
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Personal appeals – drawing on relationship or loyalty.
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Exchange – offering a trade or reciprocity.
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Coalition tactics – gathering others who support the idea.
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Legitimating tactics – appealing to rules, policy, or authority.
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Pressure – using demands, deadlines, or implied consequences.
They’re all ways of influencing—but they don’t all work the same way, and they don’t all have the same impact on trust.
Broadly:
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Soft tactics (rational persuasion, consultation, collaboration, inspirational appeals, apprising) tend to build commitment and preserve relationship.
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Harder tactics (coalitions, legitimating, pressure) lean heavily on power and more often produce short‑term compliance.
Leadership: where power and influence meet
Peter Northouse defines leadership as “a process whereby an individual influences a group of individuals to achieve a common goal.” Notice what’s central: the process of influence oriented toward a shared purpose.
Put these three pieces together:
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Power is your capacity to change what people do, even against their initial preference.
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Influence is your capacity to change what people want, by shaping understanding, emotion, and values.
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Leadership is the ongoing process of using influence—with power in the background—to move a group toward a common goal.
Healthy leadership doesn’t pretend power isn’t there. Instead, it stewards power in the service of influence. You hold the authority to decide, but you choose to work primarily through tactics that invite adults into ownership rather than pushing them into obedience.
1. The Power–Influence Pause
Before a key conversation or decision, ask:
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What outcome do I need here?
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Do I most need quick compliance or lasting commitment?
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Am I about to lean mainly on power (“I can make you”) or influence (“I can move you”)?
If you want commitment but you’re about to rely on power, pause and reconsider.
2. The “Green‑Light” Influence Tactics
What type of influence are you leaning on?
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Rational persuasion, consultation, collaboration, inspirational appeals. These are the green‑light moves: they respect people’s agency, clarify purpose, and usually strengthen trust.
- Other tactics—apprising, ingratiation, personal appeals, exchange, coalitions, legitimating, pressure—become amber or red. They can be used, but they’re used consciously and sparingly, knowing they draw more on power and can carry side effects.
3. Quick After‑Action Check
After significant interactions, note (mentally or on one page):
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Which tactic did I mainly use?
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Did I get compliance or commitment?
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What happened to trust?
- What was the outcome for myself, the other person, and our shared purpose?
Over time, leaders can see if they are habitually leaning on pressure, rules, or coalitions—or whether they are growing in the use of persuasion, consultation, collaboration, and inspiration. In the end, the question isn’t “Will I use power?” but “How will I combine power and influence?” When leaders learn to distinguish them, expand their influence repertoire, and check themselves in real time, they begin to use their power in a way that honours people’s dignity and strengthens the very communities they’re called to serve.




