Slide đại cương về lãnh đạo trong tổ chức influencing power, politics, networking and negotiation

LEADERSHIP:
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Theory, Application, Skill Development

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2d Edition

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Robert N. Lussier
and Christopher
F. Achua
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This presentation edited and enhanced by:

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George W. Crawford

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Asst. Prof. of Mgmt.
Clayton College & State University
Morrow, GA 30260


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Chapter 4

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Influencing: Power,
Politics,
Networking and
Negotiation
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Chapter 4
Learning Outcomes

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

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Influencing

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2 Sources of Power

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Position

Derived from
top management

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Personal

Derived from the
follower based
on leader’s behavior

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Rational
Persuasion

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Inspirational
Appeals

Pressure

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Influencing
Tactics

Consultation

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Legitimization

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Coalitions

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
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• Legal/Legitimate:

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Types of Power
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– Comes from appointed/elected position
– Most followers grant this to a leader

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• Reward:

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– Control of things valued by followers
– Based on exchange relationship

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Types of Power

Referent:

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– 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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Types of Power

• Expert:

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– Comes from skill, expertise, knowledge
– Makes others dependent on the person
with the power
– Can be for advice, to fix your
computer, etc.

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• Information/Resource:

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$$$
Equipment
Human Resources
Supplies & Material

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– Comes from control of data, information
or other needed resources

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Types of Power

• Coercive/Punishment:

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– Ability to punish or withhold rewards
– Often used by peers to enforce norms

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• Connection:

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– Comes from associating with influential
people
– Political

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THE SINGLE MOST EFFECTIVE
WAY TO ACCUMULATE POWER
IN AN ORGANIZATION

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

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Politics

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Reciprocity

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3
Common
Political
Behaviors

Networking

Coalitions

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Learn the Organizational
Culture & Power Players

Coalitions

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Reciprocity

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Political Behavior Skill
Development
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Develop Good Working Relationships
Especially with your Manager

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Be Loyal, Honest Team Player

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Gain Recognition
Networking

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Networking on the Job

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• Key to promotion to
higher management
• Requires social skills
• Is about building
professional relationships
and friendships
• Difficult for women
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– Not called “the good old boy
network” for nothing

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Networking to Find a Job

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• Most successful approach
• 2/3 of all jobs

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– Word of mouth
– Informal referrals

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• Results in more new jobs
than all other methods
combined
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The Networking Process

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• 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

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• Accomplishments

• Tie accomplishments to the
Job Interview
ã Set Networking Goals
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Create Your
One-Minute Self-Sell

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• History of your career
• Plans for the future
ã Questions to stimulate
conversation
ã Write and Practice
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Develop Your Network
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• Begin with who you know
• Expand to people you don’t
know

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– Referrals
– Volunteer work

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• Develop ability to remember
peoples’ names
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Conduct
Networking Interviews

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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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Conducting 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

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NEGOTIATION

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• Two or more parties which
are in conflict (disagreement)
working to reach an
agreement
ã Common in:

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Job searches
Labor relations
Sales

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Negotiation Process
Agreement

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Plan

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Agreement

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Negotiations
Postponement

Close the
deal

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PLAN

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• Research the other party(ies)
• Set objectives

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– Lower limit
– Objective
– Opening

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