UHF 6033: DYNAMICS OF LEADERSHIP

Prof. Abu Bakar Hashim

04

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
Rational
Persuasion
Persuasion
Pressure
Pressure

Legitimization
Legitimization
Coalitions
Coalitions

Inspirational
Inspirational
Appeals
Appeals

99
Influencing
Influencing
Tactics
Tactics
Exchange
Exchange

Consultation
Consultation

Ingratiation
Ingratiation
Personal
Personal
Appeals
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

(Contd.)

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

(Contd.)

Coercive/Punishment:
Ability to punish or withhold rewards
Often used by peers to enforce norms

Connection:

Comes from associating with influential

people
Political

10

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.

11

Politics
The process of

gaining and using

power
Fact of life in
organizations
Neither good or bad

12

33
Common
Common
Political
Political
Behaviors
Behaviors

Networking
Networking
Reciprocity
Reciprocity
Coalitions
Coalitions
13

Political Behavior Skill

Development
Reciprocity

Learn the Organizational

Culture & Power Players

Coalitions

Develop Good Working Relationships

Especially with your Manager
Be Loyal, Honest Team Player
Gain Recognition
Networking

14

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

15

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

16

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
17

Perform a Self-Assessment
and Set Goals
Accomplishments
Tie accomplishments to the
Job Interview
Set Networking Goals

18

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

19

Develop Your Network

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

Develop ability to remember peoples names

20

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

21

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

22

NEGOTIATION
Two or more parties which are in conflict

(disagreement) working to reach an agreement

Common in:
Job searches
Labor relations
Sales

23

Negotiation Process
Plan
Plan
Negotiations
Negotiations
Postponement
Postponement

Agreement
Agreement
Close
Close the
the
deal
deal
No
No
Agreement
Agreement

24

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

Develop options & tradeoffs

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

25

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
Dont give in too quickly
Never give something up for free

26

POSTPONEMENT
May be advantageous or

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

27

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

28

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

29

Negotiation Adage
If you cant afford to walk away,

or at least convince the other side

that you will walk away, youve
already lost.
Convincing others you will walk
away when you cant is very tough.

30

Discussion Question #1

What are the nine influencing

tactics?

31

Discussion Question #2

What are the seven types

of power?

32

Discussion Question #3

Which two types of power do

effective leaders most
commonly use?

33

Discussion Question #4

What is the similarity and

differences between social

exchange theory and strategic
contingencies theory?

34

Discussion Question #5

What are three political

behaviors and four
guidelines for developing
political skills?

35

Discussion Question #6

Can management order the

end of power and politics
in their organizations?

36

Discussion Question #7

Should people be judged

based on their social skills?

37

Discussion Question #8

Do you believe that

networking is really all

that important?

38

Discussion Question #9

Do people really need a

written networking list?

39

Discussion Question #10

How many interview

questions should you bring

to a networking interview?

40

Discussion Question #11

What type of situation is

the goal of negotiation?

41

Discussion Question #12

What are the steps in

planning a negotiation?

42

Discussion Question #13

What are the steps

in negotiations?

43