Annals of the „Constantin Brâncuşi” University of Târgu Jiu,
Abstract
The role of the leader is to work with people through his cooperates in order to achieve the goals of the
organization. For that aim, he has to understand the human behavior and to be capable of communication, in order to
motivate the lead o
ther peoples. The function of management consists of the capability to influence the behavior of
individuals and groups on their work [1]. Influence is “a force one person exerts on someone else to induce a change
in the target, including changes in behavi
ors, opinions, attitudes, goals, needs and values” and “the ability to affect the
behavior of others in a particular direction.” To influence, a leader uses strategies or tactics, actual behaviors
designed to change another person’s attitudes, beliefs, val
ues or actions. The art of influence is a key leadership
component. A successful leader will understand what influence tactic works best for the situation and the person or
group. If the desired results aren’t obtained, perhaps the wrong tactic is being us
ed. In this paper, some aspects of
these characteristics will be presented.
Key
words
:
management, leadership, organizations, influence, tactics,
power
JEL classification
:
M00, M1, M19
, M5
