ORGANISATIONAL POWER,

POLITICS, NETWORKING &

NEGOTIATIONS
 Workplacepolitics, (office politicsororganizational
politics) is the use ofpowerwithin an organization for
the pursuit of agendas and self-interest without regard
to their effect on the organization's efforts to achieve
its goals.Some of the personal advantages may
include access totangible assets, or intangible
benefits such asstatusor pseudo-authority that
influences the behaviour of others.
All organisations are subject to conflict and
competition between the desires and interests of
different departments, teams and individuals.
Organisational politicsrefers to the processes through
which these rival interests are played out and
eventually reconciled. While in an ideal organisation it
may be hoped that decisions are made on a rational
basis, politics is inherently non-rational and subject to
power interactions between diverse interests.
Members of an organisation are at the same time
 It is through the political system of an organisation
that rival interests are resolved. This system
represents how power is applied and distributed in
the organisation. Understanding the political system
of an organisation is necessary for a leader to
operate effectively and reach their goals. A leader,
exercising power, is able to have a strong influence
on the political climate of an organisation through
their decisions, their way of handling conflict and
providing recognition, support and inspiration to their
teams.
Negative organisational politics may be very
destructive for an organisation. This has been
identified as one of the major sources of stress within
modern businesses. Negative politics includes the
use of subversive methods to promote a personal
agenda which may undermine organisational
objectives, distract energy away from organisational
 Negotiating
A process in which two or more parties
in conflict attempt to come to an
agreement.
Can be hampered by zero-sum
attitudes of parties.
Collaboration
The parties work together to solve a
problem.
Mediation
The use of a neutral third party to help
the parties resolve a conflict.
 Negotiationis adialoguebetween two or more
people or parties, intended to reach an
understanding, resolve point of difference, or gain
advantage in outcome of dialogue, to produce an
agreement upon courses of action, to bargain for
individual orcollective advantage, to craft outcomes
to satisfy various interests of two people/parties
involved innegotiation process. Negotiation is a
process where each party involved in negotiating
tries to gain an advantage for themselves by the end
of the process. Negotiation is intended to aim at
compromise.
Bargaining(give and take)processbetween two or
moreparties(each with its ownaims,needs,
andviewpoints) seeking to discover acommon
groundandreachanagreementtosettlea matter of
mutualconcernor resolve aconflict. Nounformof
the verbnegotiate.
 The Negotiation Process

Copyright 2006 Thomson

Exhibit 95
948 Business and Economics. All rights
reserved.
 Negotiation Process

PLAN

DIS- NEGOTIATIO AGREEME

AGREEMEN NS NT
T

POSTPONEME
NT
 PLAN
Research the other party(ies)
Set objectives
Lower limit
Objective
Opening
Develop OPTION & TRADEOFFS
Be prepared to deal with questions &
objections (especially unstated)
 NEGOTIATIONS
Develop rapport
Keep it professional, never personal
Let the other person to make the first
offer
Listen
Ask questions
Dont give in too quickly
Never give something up for free
Ask for something in return
 POSTPONEMENT
When you are GETTING WHAT YOU
WANT
= you may try to create urgency
When other PARTY IS CREATING
URGENCY
= dont be pressure into making
a deal
If you do WANT TO POSTPONED
= give a specific time you will be
 AGREEMENT
Both sides should feel good about
the agreement
Get it in writing
Quit selling
Start work on a personal relationship
 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
 AGREE
Stop bargaining and
fulfil the agreement

POSTPONEMENT DISAGREEMENT
In the future can Accept the
create better impossible
prospect and circumstances &
develop new maintain good
strategy network