UHF 6033: DYNAMICS OF LEADERSHIPProf. Abu Bakar Hashim04

Influencing: Power, Politics, Networking andNegotiation

Learning OutcomesPosition vs personal powerDifferences among legitimate, reward, coercive, and referent powerRelationship of power and politicsSimilar use of money and politicsSteps in networking processSteps in negotiation processRelationship among: negotiation, conflict, influencing tactics, power, politics

InfluencingThe process of affecting others attitudes and behavior to achieve an objective.

2 Sources of PowerPositionPersonalDerived from top managementDerived from thefollower basedon leaders behavior

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 Research.

Types of PowerLegal/Legitimate: Comes from appointed/elected positionMost followers grant this to a leaderReward:Control of things valued by followersBased on exchange relationship

Types of Power (Contd.)Referent:Based on respect & personal relationshipsEarned respect increases referent powerBeing better liked increases referent powerBeing seen as a team player, dedicated, and effective increase referent powerCan be developed by anyone regardless of other types of power or the lack thereofCritical between: Leaders & followers PeersLeaders & their superiorsExcellent base for a relational or balanced relational/structural leadership style

Types of Power (Contd.)Expert:Comes from skill, expertise, knowledgeMakes others dependent on the person with the powerCan be for advice, to fix your computer, etc.Information/Resource:Comes from control of data, information or other needed resources$$$EquipmentHuman ResourcesSupplies & Material

Types of Power (Contd.)Coercive/Punishment:Ability to punish or withhold rewardsOften used by peers to enforce norms Connection:Comes from associating with influential peoplePolitical

THE SINGLE MOST EFFECTIVE WAY TO ACCUMULATE POWER IN AN ORGANIZATIONRegularly provide services, favors, and assistance to everyone within the organization. The more impossible these acts are to repay, the greater the power gain.

PoliticsThe process of gaining and using powerFact of life in organizationsNeither good or bad

NetworkingReciprocityCoalitions3CommonPoliticalBehaviors

Political Behavior SkillDevelopmentReciprocityCoalitionsNetworkingLearn the Organizational Culture & Power Players

Develop Good Working RelationshipsEspecially with your Manager

Be Loyal, Honest Team Player

Gain Recognition

Networking on the JobKey to promotion to higher management Requires social skillsIs about building professional relationships and friendshipsDifficult for womenNot called the good old boy network for nothing

Networking to Find a JobMost successful approach2/3 of all jobsWord of mouthInformal referralsResults in more new jobs than all other methods combined

The Networking ProcessPerform a self-assessment and set goalsCreate your one-minute self sellDevelop your networkConduct networking interviewsMaintain your network

Perform a Self-Assessment and Set GoalsAccomplishmentsTie accomplishments to the Job InterviewSet Networking Goals

Create Your One-Minute Self-SellHistory of your careerPlans for the futureQuestions to stimulate conversationWrite and Practice

Develop Your NetworkBegin with who you knowExpand to people you dont knowReferralsVolunteer workDevelop ability to remember peoples names

Conduct Networking InterviewsNot job interviewsUse network listUse many interviews to reach networking goalsInformal or via telephoneYou are the interviewerBe prepared

Conducting InterviewsEstablish rapportDeliver your one-minute self-sellAsk prepared questionsGet additional contacts for your networkAsk your contacts how you might help themFollowupSend thank-you notesGive status reports

NEGOTIATIONTwo or more parties which are in conflict (disagreement) working to reach an agreementCommon in:Job searchesLabor relationsSales

Negotiation ProcessPlanPostponementAgreementClose the dealNo Agreement

Negotiations

PLANResearch the other party(ies)Set objectivesLower limitObjectiveOpeningDevelop options & tradeoffsBe prepared to deal with questions & objections (especially unstated)

NEGOTIATIONSDevelop rapportKeep it professional, never personalTry to get the other person to make the first offerHe who mentions a dollar amount first, loses, Job Hunting adageAsk questionsListenDont give in too quicklyNever give something up for free

POSTPONEMENTMay be advantageous or disadvantageousMost interested party usually tries to avoid postponementsMay try to create a sense of urgency

AgreementBoth sides should feel good about the agreementGet it in writingQuit sellingStart work on a personal relationship

DisagreementAccept that agreement isnt possibleLearn from the failureAsk the other party what you did right & wrongAnalyze and plan for the next time

Negotiation AdageIf 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.

Discussion Question #1What are the nine influencing tactics?

Discussion Question #2What are the seven types of power?

Discussion Question #3Which two types of power do effective leaders most commonly use?

Discussion Question #4What is the similarity and differences between social exchange theory and strategic contingencies theory?

Discussion Question #5What are three political behaviors and four guidelines for developing political skills?

Discussion Question #6Can management order the end of power and politics in their organizations?

Discussion Question #7Should people be judged based on their social skills?

Discussion Question #8Do you believe that networking is really all that important?

Discussion Question #9Do people really need a written networking list?

Discussion Question #10How many interview questions should you bring to a networking interview?

Discussion Question #11What type of situation is the goal of negotiation?

Discussion Question #12What are the steps in planning a negotiation?

Discussion Question #13What are the steps in negotiations?

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