PSPA 3101 - LEADERSHIP AN

D DECISION MAKING

Influencing:
Power, Politics,
Networking, and
Negotiation
Batacandolo - Dagohoy -
Pamilaran
Topic Outline

1
Power
Sources of Power, Types of Power and Influencing Tactics, and Ways
to Increase Your Power

2
Organizational Politics
The Nature of Organizational Politics, Political Behavior, Guidelines for Developing
Political Skills

3
Networking
Perform a Self-Assessment and Set Goals, Create Your One Minute Self-Sell, Develop Your

4 Negotiating, The Negotiation Process

Network, Conduct Networking Interviews, Maintain Your Network, Social Networking at Work
Negotiation

5
Ethics and Influencing
 Learning Outcomes
AFTER STUDYING THIS CHAPTER, YOU SHOULD BE ABLE TO:

Explain the Discuss the

differences differences Discuss how Describe how
between among legitimate, power and money and
position power reward, coercive, politics are politics have a
and personal and referent related. similar use.
power. power.
 Learning Outcomes
AFTER STUDYING THIS CHAPTER, YOU SHOULD BE ABLE TO:

List and Explain the

List the
explain the relationships
steps in the
steps in the among negotiation
negotiation
networking and conflict,
process.
process. influencing tactics,
power, and politics.
 Power
Power is the socially produced effect that determines
an actor's capabilities, actions, beliefs, or behaviour in
social science and politics.
It is also defined as the leader’s potential influence
over followers.
 Sources of
POSITION POWER
Position power is derived from top
Power
management, and it is delegated down
the chain of command.

PERSONAL POWER
Personal power is derived from the
followers based on the leader’s
behavior. Charismatic leaders have
personal power.
 TYPES OF
POWER
Appropriate Use of Legitimate Power
The use of legitimate power is
appropriate when asking people to
Legitimate Power
do something that is within the scope
Legitimate power is based on the of their job.
user’s position power, given by the
organization. Legitimate Use of Rational Persuasion
It is also called the legitimization Rational persuasion includes
influencing tactic. logical arguments with factual
evidence to persuade others to
implement your recommended
action.
 Reward power is based on

Reward Power the user’s ability to

influence others with
something of value to
them.
An important part of
reward power is
having control over
getting and allocating
resources
 man
Coercive Power
ifest
i
ng
~ mani

The use of coercive power involves punishment and withholding of rewards to influence
compliance. It is also called the pressure influencing tactic. From fear of reprimands, probation,
suspension, or dismissal, employees often do as their manager requests. Other examples of
coercive power include verbal abuse, humiliation, and ostracism.

Appropriate Use of Coercive Power

Coercive power is appropriate to use in maintaining discipline and enforcing rules. When employees
are not willing to do as requested, coercive power may be the only way to gain compliance.
How to Increase Coercive Power

Gain authority to use punishment and withhold rewards.

Don’t make rash threats; do not use coercion to

manipulate others or to gain personal benefits.

Be persistent. If we request that followers do something,

we need to follow up to make sure it is done
 ifesting ~
n

ing ~ ma

man
ifest
st

i
Referent Power
e ng
~ manif

Referent Power is based on the user’s personal relationships with others.

It is also called the personal appeals influencing tactic based on
loyalty and friendship. Power stems primarily from relationships with the
person using power. Charismatic leaders tend to use referent power.

Appropriate Use of Referent Power

•The use of referent power is particularly appropriate for people with
weak, or no, position power, such as with peers. Referent power is needed
in self-managed teams because leadership should be shared.

How to increase Referent Power?

•Develop people skills
•Work at relationships with managers and peers.
 EXPERT POWER

Expert Power is based on the user’s

skill and knowledge. Being an expert
makes other people dependent on you.
People often respect an expert, and
the fewer people who possess an
expertise and knowledge, the more
power the expert individual has.
 How to Increase
Expert Power
• Take all the training and educational
programs the organization provides.

• Attend meetings of your trade or

professional associations.

• Keep up with the latest technology.

Volunteer to be the first to learn
something new.

• Project a positive self-concept

 Information
Power
Information Power is based on
the user’s data desired by
others. Information power
involves access to vital
information and knowledge and
control over its distribution to
others. ni
festing ~

ing ~ ma

man
ifest
1. Have information flow through you. How to
2. Know what is going on in the
Increase
organization. Information
3. Serve on committees because it gives
Power
both information and a chance to increase
connection power.

4. Develop a network of information

sources, and gather information from
them.
Connection Power

Connection Power is based

on the user’s relationships
with influential people.

Connection Power is also a

form of politics. The right
connections can give power
or at least the perception
of having power.
For more assets and information, scan
here. Generate a QR code by browsing
through the 'More' option on the left-
side object panel.
 Uses of Connection Power
When you are looking for a job or promotions, connections can help.
There is a lot of truth in the statement “It’s not what you know;
it’s who you know.” Connection power can also help you get
resources you need.
 Expand your How to Increase
network of contacts
with important
managers who have
Connection Power
power.
Join the “in-crowd”
and the “right”
associations and
clubs.
Get people to know
your name.
 Politics
Politics is the process of gaining and
using power.
 Nature of The higher the

Organizations are
organizational level of
management,

politcs
the more
political,as they are important
a social process politics becomes.

Political skills are Larger

needed to climb organizations
Power and politics the corporate tend to be more
are related. ladder. political.
 Politics is a Medium of Exchange
Like power, politics often has a negative connotation because of
people who abuse political power. A positive way to view politics is
to realize that it is simply a social medium of exchange.

Social Exchange Theory regards exchanges between people as “social,”

as opposed to economic, in nature.

Politics is simply a system of getting things done, or getting what

we want. In our economy, money is the medium of exchange (tangible
currency); in an organization, social politics is the medium of
exchange (political behavior).
Organizational
Political
behaviors
Networking
the process of developing relationships for the purpose of
socializing and politicking.

Reciprocity
involves creating obligations and developing
alliances, and using them to accomplish objectives

Coalition
consists of individuals who, despite their persistent differences,
work together to pursue a mutually beneficial goal.
NETWORKING
PROCESS
1. Perform a self-assessment and set goals.

The self-assessment includes writing down

your skills, competencies, and knowledge.
2.Create your one-minute self-sell.

One- minute self-sell is an opening

statement used in networking that quickly
summarizes your history and career plan and
asks a question.
3. Develop your network

Compose a list of your network using the

categories, and continually update and add to
your list with referrals from others.
4. Conduct networking interviews.

Step 1 Establish Rapport

Step 2 Deliver Your One-Minute Self-Sell
Step 3 Ask Prepared Questions
Step 4 Get Additional Contacts for Your Network
Step 5 Ask Your Contacts How You Might Help Them
Step 6 Follow Up with a Thank-You Note and Status Report
 5. Maintain your network

After you build your network, you should

maintain it
negotiation
is a process in which two or more parties
have something the other wants and
attempt to come to an agreement.
 Ethics and
Influencing
Leadership is the influencing process of leaders and followers to achieve
organizational objectives through change. We usually influence others to get what we
want. Power, politics, networking, and negotiating are all forms of influencing that can
be used by leaders and followers. When influencing, recall that it pays to be ethical.
The number 1 reason people will help you is because you have integrity, you are honest
and they can trust you. For with deception comes loss of trust and influence.
Thank You!
Do you have any questions?