UPPF 6033 : Dynamics Of

Group 3
Leadership
INFLUENCING: POWER, POLITICS, NETWORKING
AND NEGOTIATION

Presentation by :
1. KALAISELVAM S/O SUBRAMANIAM
2.
3.
 INFLUENCING
• The capacity or power of
persons or things to be a
compelling force on or
produce effects on the
actions, behavior, opinions,
etc
A Short Visual –
Influences
POWER is….
• “ The ability of one person
or department in an
organization to influence
other people to bring out
desired outcomes” (Draft &
Lane 2007,p.362)
•“The influence of a leader
over his followers is often
referred to as power”
(French & Raven 1959)
 2 Sources of Power

Positional • Legitimate Power

Power • Reward Power
Sources

Personal • Expert Power

Power • Information Power
Sources
 POWER related to?
• Father
• Mother
• Sister
• Teacher
• Security Officer
• Manager
• Supervisor
• Each and every one around
you
 Learning Outcomes
Differences among
Position vs personal legitimate, reward, Relationship of
power coercive, and power and politics
referent power

Similar use of money Steps in networking Steps in negotiation

and politics process process

Relationship among:
negotiation, conflict,
influencing tactics,
power, politics
 Types of POWER
Legal/ Legimate
It happens when the followers believe
that the leader has :a right” to instruct
them;.
 "Ifone rises to the position of CEO and her employees
believe she deserves this position, they will respond
favorably when she exercises her legitimate power. On the
other hand, if the people do not believe that she deserve
this power, it will be a bad move for the company as a
whole.” Vivian Giang
July 31,2013
The 7 types of Power that shape
the workplace
 Reward
 Happens when a person motivates
others by offering raises, promotions,
and awards.
 For an example : the reward that you
would receive in the success of
upbringing a team
 Referent
 Derives from follower’s respect for leader
People with high referent power can highly influence
anyone who admires and respects them.

Expert
Followers believe that leader has “expert” knowledge and
skills
In order to keep their status and influence, however,
experts need to continue learning and improving.
 Information / Resources
Needed or wanted information. This is a short-term
power that doesn't necessarily influence or build
credibility.

For example, a project manager may have all the

information for a specific project, and that will give her
"informational power." But it's hard for him/her to keep
this power for long because the information will soon
be shared. This should not be a long-term strategy.
 Coercive / Punishment
Is based on the leader having control over of what
happen if followers do not act as required

There is not a time of day when you should use it, as

this is more vulnerable
 Connection

 When a person attains influence by gaining

favor or simply acquaintance with a powerful
person. This power is all about networking.

If we have a connection with someone that

we want to get to, that's going to give us
power. That's politics in a way, people
employing this power build important
coalitions with others ...
 A Cute Visual –
Power of Teamwork
 REFERENCES
• Power and Leadership,April 19, 2013 by mvs5384
• Frater, J. (2007, September 5). Top 10 Most Evil Men – Listverse. Retrieved April 19,
2013, from http://listverse.com/2007/09/05/top-10-most-evil-men/
• Lesson 7: Power and Influence. (n.d.). Retrieved February 20, 2013, from
https://courses.worldcampus.psu.edu/sp13/psych485/003/content/07_lesson/01_
page.html
• Power in Power Leadership; Tutor : John BatrosGroup : Christopher Armstrong,
Jason Dinh, Ruwandi Perera, Samra Nazir Class : Leadership & Organisation
Dynamic Presentation 2011
• Source: http://www.orange-papers. org/orange-Hitler11cx.jpg Source:
http://4.bp.blogspot.com/_CbwnjooteyI/SNHmMPmYU8I
/AAAAAAAASi8/FluOsGsVgBs/s400/93.jpg
• “Leadership is an influence relationship among leadersand followers who intend
real changes that reflecttheir mutual purposes”- (Rost J. C. 1993, p.102)“No man is
good enough to governanother man without that othersconsent.” Abraham Lincoln
16th President of USA