Ch04 leadership

Chapter 4Influencing:

Power, Politics, Networking and

Negotiation

InfluencingThe process of affecting others’ attitudes and behavior to achieve an objective.

2 Sources of Power

Position

Personal

Derived from top management

Derived from thefollower basedon leader’s behavior

Types of Power• Legal/Legitimate:

– Comes from appointed/elected position

– Most followers grant this to a leader

• Reward:– Control of things valued by

followers– Based on exchange relationship

Types of PowerReferent:

– Based on respect & personal relationships• Earned respect increases referent

power• Being better liked increases referent

power• Being seen as a team player,

dedicated, and effective increase referent power

– Can be developed by anyone regardless of other types of power or the lack thereof

– Critical between: • Leaders & followers • Peers• Leaders & their superiors

– Excellent base for a relational or balanced relational/structural leadership style

Types of Power• Expert:

– Comes from skill, expertise, knowledge

– Makes others dependent on the person with the power

– Can be for advice, to fix your computer, etc.

• Information/Resource:– Comes from control of data,

information or other needed resources• $$$• Equipment• Human Resources• Supplies & Material

Types of Power• Coercive/Punishment:

– Ability to punish or withhold rewards

– Often used by peers to enforce norms

• Connection:– Comes from associating with

influential people– Political

THE SINGLE MOST EFFECTIVE WAY TO ACCUMULATE

POWER IN AN ORGANIZATION

Regularly provide services, favors, and

assistance to everyone within the organization.

The more impossible these acts are to repay,

the greater the power gain.

Politics• The process of gaining and using power

• Fact of life in organizations

• Neither good or bad

NetworkingNetworking

ReciprocityReciprocity

CoalitionsCoalitions

3CommonPolitical

Behaviors

3CommonPolitical

Behaviors

Political Behavior Skill

DevelopmentReciprocityCoalitions

Networking

Learn the Organizational Culture & Power Players

Develop Good Working RelationshipsEspecially with your Manager

Be Loyal, Honest Team Player

Gain Recognition

Networking on the Job• Key to promotion to

higher management • Requires social skills• Is about building professional relationships and friendships

• Difficult for women–Not called “the good old boy network” for nothing

Networking to Find a Job

• Most successful approach

• 2/3 of all jobs–Word of mouth– Informal referrals

• Results in more new jobs than all other methods combined

The Networking Process

• Perform a self-assessment and set goals

• Create your one-minute self sell

• Develop your network• Conduct networking

interviews• Maintain your network

Perform a Self-Assessment

and Set Goals

• Accomplishments• Tie accomplishments to the Job Interview

• Set Networking Goals

Create Your One-Minute Self-

Sell• History of your career• Plans for the future• Questions to stimulate conversation

• Write and Practice

Develop Your Network• Begin with who you

know• Expand to people you don’t know–Referrals–Volunteer work

• Develop ability to remember peoples’ names

Conduct Networking Interviews• Not job interviews

• Use network list• Use many interviews to reach networking goals

• Informal or via telephone

• You are the interviewer–Be prepared

Conducting Interviews• Establish rapport

• Deliver your one-minute self-sell

• Ask prepared questions• Get additional contacts for

your network• Ask your contacts how you

might help them• Followup

– Send thank-you notes– Give status reports

NEGOTIATION• Two or more parties which

are in conflict (disagreement) working to reach an agreement

• Common in:– Job searches–Labor relations–Sales

Negotiation Process

PlanPlan

PostponementPostponement

AgreementClose the deal

No AgreementNo Agreement

NegotiationsNegotiations

PLAN• Research the other

party(ies)• Set objectives

– Lower limit– Objective– Opening

• Develop options & tradeoffs

• Be prepared to deal with questions & objections (especially unstated)

NEGOTIATIONS• Develop rapport• Keep it professional, never

personal• Try to get the other person

to make the first offer“He who mentions a dollar amount

first, loses”, Job Hunting adage• Ask questions• Listen• Don’t give in too quickly• Never give something up for

POSTPONEMENT• May be advantageous or disadvantageous

• Most interested party usually tries to avoid postponements–May try to create a sense of urgency

Agreement• Both sides should feel good about the agreement

• Get it in writing• Quit selling• Start work on a personal relationship

Disagreement• Accept that agreement isn’t possible

• Learn from the failure• Ask the other party what you did right & wrong

• Analyze and plan for the next time

Negotiation Adage• “If you can’t afford to

walk away, or at least convince the other side that you will walk away, you’ve already lost.”–Convincing others you will walk away when you can’t is very tough.

Ch04 leadership

Education

Hrm10e ch04

ch04 - ABC

ch04 statics

Ch04 Notes

11848 ch04

Ch04 Antennas

CH04 - Interviewing

Ch04 Appen

Hubbard Ch04

Ch04 Lecture

Ch04 Ingredients

Kendall7e ch04

Dk1719 ch04

Ch04 outline

Dreamweaver Ch04

Bohlander15e ch04

Ch04 Problems

Ch04 Access

Leadership ch04

Excel ch04