LECTURE 8
Chapter 4
Influencing: Power, Politics, Networking and Negotiation
Lussier, R. and Achau, C. (2007): Effective Leadership, 3rd Edition, South-Western, Cangage Learning
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
Influencing:
The process of affecting others’ attitudes and behavior to achieve an objective is known as
influencing.
2 Sources of Power
Power and Influencing Tactics:
Types of Power
Legal/Legitimate:
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Comes from appointed/elected position
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Most followers grant this to a leader
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Control of things valued by followers
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Based on exchange relationship
Reward:
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
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Can be developed by anyone regardless of other types of power or the lack
thereof
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Critical between:
• Leaders & followers
• Peers
• Leaders & their superiors
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Excellent base for a relational or balanced relational/structural leadership style
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Comes from skill, expertise, knowledge
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Makes others dependent on the person with the power
Expert:
– Can be for advice, to fix your computer, etc.
Information/Resource:
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Comes from control of data, information or other needed resources
• Equipment
• Human Resources
• Supplies & Material
Coercive/Punishment:
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Connection:
Ability to punish or withhold rewards
Often used by peers to enforce norms
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Comes from associating with influential people
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Political
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.
Politics
 The process of gaining and using power
 Facts of life in organizations
 Neither good or bad
Political Behavior Skill Development
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
o Not called “the good old boy network” for nothing
Networking to Find a Job
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Most successful approach
2/3 of all jobs
o Word of mouth
o Informal referrals
Results in more new jobs than all other methods combined
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
Perform a Self-Assessment and Set Goals
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Accomplishments
Tie accomplishments to the Job Interview
Set Networking Goals
Create Your One-Minute Self-Sell
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History of your career
Plans for the future
Questions to stimulate conversation
Write and Practice
Develop Your Network
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Begin with who you know
Expand to people you don’t know
o Referrals
o Volunteer work
Develop ability to remember peoples’ names
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
o Be prepared
Conducting Interviews
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Establish rapport
Deliver your one-minute self-sell
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Ask prepared questions
Get additional contacts for your network
Ask your contacts how you might help them
Followup
o Send thank-you notes
o Give status reports
Maintain your Network
Source: Lussier, R. and Achau, C. (2007): Effective Leadership, 3rd Edition, South-Western, Cangage Learning