Chapter 12 - Role Play Using Exhibit 12.6: Six Principles for Asserting Leader Influence. You are a committee member that wishes to build a replica of a bridge designed by Leonardo da Vinci over 500 years ago. One such bridge has been made in Oslo, Norway, and the plan is to build similar bridges worldwide. None has been built in the United States. Your community, a small town in West Texas, wants to be the first to make this bridge. It will bring tourists to the area and increase revenue for the city. The committee leader tries to influence the city council members (played by another student within your group) to go forth with the project. What elements of personal power can the leader use to make the case? Present your findings using slides and an oral presentation.

Exhibit 12.6 Six Principles for Asserting Leader Influence Appeal to a vision or higher purpose Use rational persuasion Ask for what you want Assert Your Influence Help people to like you Develop allies Rely on the rule of reciprocity