Chapter 4

Influencing: Power, Politics, Networking and Negotiation

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4-1

Influencing
The process of affecting others attitudes and behavior to achieve an objective.
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2 Sources of Power
Position Personal
Derived from top management
Derived from the follower based on leaders behavior

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Types of Power
Legal/Legitimate: Reward:
Comes from appointed/elected position Most followers grant this to a leader Control of things valued by followers Based on exchange relationship

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Referent:

Types of Power

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
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 Expert:

Types of Power

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

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

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 Coercive/Punishment: Connection:

Types of Power

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

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4-7

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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4-8

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

Politics

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3 Common Political Behaviors

Networking Reciprocity
Coalitions
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Reciprocity

Political Behavior Skill Development

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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4-11

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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4-12

Networking to Find a Job

Most successful approach 2/3 of all jobs
Results in more new jobs than all other methods combined
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Word of mouth Informal referrals

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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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 History of your career Plans for the future Questions to stimulate conversation Write and Practice
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Create Your One-Minute Self-Sell

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Develop Your Network

Begin with who you know Expand to people you dont know
Develop ability to remember peoples names
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Referrals Volunteer work

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 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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Conduct Networking Interviews

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 Establish rapport Deliver your one-minute selfsell 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
Copyright 2004 by South-Western, a division of Thomson Learning. All rights reserved.

Conducting Interviews

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

NEGOTIATION

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Negotiation Process
Plan Negotiations
Postponement Agreement

Close the deal

No Agreement

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 Research the other party(ies) Set objectives

Lower limit Objective Opening

PLAN

Develop options & tradeoffs Be prepared to deal with questions & objections (especially unstated)
Copyright 2004 by South-Western, a division of Thomson Learning. All rights reserved.

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 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

NEGOTIATIONS

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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 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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Disagreement

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

Negotiation Adage

Convincing others you will walk away when you cant is very tough.
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Copyright 2004 by South-Western, a division of Thomson Learning. All rights reserved.