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UHF 6033: DYNAMICS OF LEADERSHIP Influencing: Power, Politics, Networking and Negotiation
Assoc. Prof. Dr. Yusof Boon
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Influencing: Power, Politics, Networking and Negotiation

Learning Outcomes
Position vs personal power Differences among legitimate, reward,
coercive, and referent power Relationship of power and politics Similar use of money and politics Steps in networking process Steps in negotiation process Relationship among: negotiation, conflict, influencing tactics, power, politics

Influencing
The process of affecting others attitudes and behavior to achieve an objective.

2 Sources of Power
Position Personal
Derived from top management
Derived from the follower based on leaders behavior

Rational Persuasion Pressure

Inspirational Appeals
Consultation

Legitimization Coalitions

9 Influencing Tactics
Exchange

Ingratiation Personal Appeals

Source: Adapted from J. French and B.H. Raven. 1959. The Bases of Social Power. In Studies of Social Power. D. Cartwright, ed. Ann Arbor, MI: Institute for Social

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 Power (Contd.)

Referent:
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:
Information/Resource:
$$$ Equipment Human Resources Supplies & Material

(Contd.)

Comes from skill, expertise, knowledge Makes others dependent on the person with the power Can be for advice, to fix your computer, etc.
Comes from control of data, information or other needed resources

Types of Power
Coercive/Punishment:

(Contd.)

Connection:

Ability to punish or withhold rewards Often used by peers to enforce norms Comes from associating with influential people Political

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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.

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Politics
The process of
gaining and using power Fact of life in organizations Neither good or bad

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3 Common Political Behaviors

Networking Reciprocity
Coalitions
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Political Behavior Skill Development

Reciprocity

Learn the Organizational Culture & Power Players

Develop Good Working Relationships Especially with your Manager Be Loyal, Honest Team Player Gain Recognition
Networking

Coalitions

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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

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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

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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

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Perform a Self-Assessment and Set Goals

Accomplishments Tie accomplishments to the
Job Interview Set Networking Goals

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Create Your One-Minute Self-Sell

History of your career Plans for the future Questions to stimulate conversation Write and Practice

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Develop Your Network

Begin with who you know Expand to people you dont know
Referrals Volunteer work

Develop ability to remember peoples names

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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

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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

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NEGOTIATION
Two or more parties which are in conflict
(disagreement) working to reach an agreement Common in: Job searches Labor relations Sales

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Negotiation Process
Plan Negotiations
Postponement Agreement

Close the deal

No Agreement

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PLAN
Research the other party(ies) Set objectives
Lower limit Objective Opening

Develop options & tradeoffs Be prepared to deal with questions &

objections (especially unstated)

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NEGOTIATIONS
Develop rapport Keep it professional, never personal Try to get the other person to make the
first offer

Ask questions Listen Dont give in too quickly Never give something up for free

He who mentions a dollar amount first, loses, Job Hunting adage

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POSTPONEMENT
May be advantageous or
disadvantageous Most interested party usually tries to avoid postponements May try to create a sense of urgency

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Agreement
Both sides should feel good about
the agreement Get it in writing Quit selling Start work on a personal relationship

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Disagreement
Accept that agreement isnt possible Learn from the failure Ask the other party what you did
right & wrong Analyze and plan for the next time

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Negotiation Adage If you cant afford to walk away,

Convincing others you will walk away when you cant is very tough.

or at least convince the other side that you will walk away, youve already lost.

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Discussion Question #1

What are the nine influencing

tactics?

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Discussion Question #2

What are the seven types

of power?

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Discussion Question #3

Which two types of power do

effective leaders most commonly use?

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Discussion Question #4

What is the similarity and

differences between social exchange theory and strategic contingencies theory?

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Discussion Question #5

What are three political

behaviors and four guidelines for developing political skills?

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Discussion Question #6

Can management order the

end of power and politics in their organizations?

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Discussion Question #7

Should people be judged

based on their social skills?

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Discussion Question #8

Do you believe that

networking is really all that important?

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Discussion Question #9

Do people really need a

written networking list?

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Discussion Question #10

How many interview

questions should you bring to a networking interview?

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Discussion Question #11

What type of situation is

the goal of negotiation?

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Discussion Question #12

What are the steps in

planning a negotiation?

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Discussion Question #13

What are the steps

in negotiations?

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