Chapter 4

Influencing: Power, Politics, Networking and Negotiation

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Influencing
The process of affecting others attitudes and behavior to achieve an objective.
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 Power is the capacity that A has to influence the behavior of B so that B acts according As wishes Dependency
Bs relationship to A when A possesses something that B requires The greater B's dependence, the more power A has
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Power

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Contrasting Leadership and Power

LEADERSHIP Focuses on goal achievement Requires goal compatibility with followers Focuses influence downward Leadership styles and relationships with followers

POWER Used as a means for achieving goals Requires follower dependency Used to gain lateral and upward influence

Research Focus

Research Focus

Power tactics for gaining compliance

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2 Sources of Power
Position Personal
Derived by virtue of ones position
Derived from the leaders unique characteristics

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 Legal/Legitimate:
Reward:

Types of Power Position Power

Comes from appointed/elected position Most followers grant this to a leader Control of things valued by followers Based on exchange relationship. Ability to punish or withhold rewards
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Coercive/Punishment:

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Referent:

Types of Power Personal 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
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 Expert:

Types of Power Personal Power

Information/Resource:
Confidential Information Equipment Human Resources Copyright 2004 by South-Western, a division of Thomson Learning. All rights reserved. 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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 Connection:

Types of Power Personal Power

Comes from associating with influential people Political

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Rational Persuasion Pressure

Inspirational Appeals
Consultation

Legitimization Coalitions

9 Power Tactics
Exchange

Ingratiation Personal Appeals

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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

 The process of gaining and using power Fact of life in organizations Politics has both positive and negative connotations

POLITICS

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Politics: Power in Action

Political Behavior Activities that are not required as part of ones formal role in the organization, but that influence, or attempt to influence, the distribution of advantages or disadvantages within the organization
Legitimate Political Behavior Normal everyday politics - complaining, bypassing, obstructing Illegitimate Political Behavior Extreme political behavior that violates the implied rules of the game: sabotage, whistle-blowing, and symbolic protest Copyright 2004 by South-Western, a division of Thomson Learning. All rights reserved.

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Positive View of Politics

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 boss Be Loyal, Honest Team Player Gain Recognition
Networking
Coalitions

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 Backstabbing Embrace or Demolish Setting a Person up for failure Divide and Rule Playing Territorial Games Creating & resolving a false catastrophe
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Unethical Political Behaviors

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Causes and Consequences of Political Behavior

Individual Factors High Self monitors Internal Locus of Control High Mach Org Investment Perceived job opportunities Expectations of Success

Political Behavior
Organization Factors Reallocation of resources Promotion Opp Low Trust Role Ambiguity Unclear PER Zero sum reward practices High perf pressures
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 Is about building professional relationships and friendships Key to promotion to higher management Requires social skills Difficult for women
Not called the good old boy network for nothing
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NETWORKING

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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

1. Perform a self-assessment and set goals 2. Create your one-minute self sell 3. Develop your network 4. Conduct networking interviews 5. Maintain your network
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1. Perform a SelfAssessment and Set Goals

Accomplishments Tie accomplishments to the Job Interview Set Networking Goals
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2. Create Your One-Minute SelfSell History of your career

Plans for the future Questions to stimulate conversation Write and Practice
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 Begin with who you know Expand to people you dont know
Develop ability to remember peoples names
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3. Develop Your Network

Referrals Volunteer work

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4. 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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4. Conducting Interviews
Establish rapport Deliver your one-minute selfsell Ask prepared questions Get additional contacts for your network Ask your contacts how you might help them Follow-up
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Send thank-you notes Give status reports

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 Keep your network informed of your career progress Continue networking even after a career change/progress Try to contact everyone on the network list
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5. Maintain your Network

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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
1. Plan 2. Negotiations 3. Postponement
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Agreement

Close the deal

No Agreement

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 Research the other party(ies) Set objectives

Lower limit Objective Opening

1. PLAN

Develop options & tradeoffs Be prepared to deal with questions & objections (especially unstated)
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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

2. NEGOTIATIONS

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

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3. POSTPONEMENT
Other party is postponing and you may create urgency You want to postpone and the other party may create urgency May be advantageous or disadvantageous Most interested party usually tries to avoid postponements
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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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