UPPF 6033

DYNAMICS OF
LEADERSHIP

DR. JAMILAH AHMAD 01

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 Influencing:
Power, Politics,
Networking and
Negotiation

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 Learning Outcomes

■ Power- position vs personal power

■ Type of Power
■ Relationship of Power and Politics
■ The networking process
■ The negotiation process

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

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 Rational
Rational Inspirational
Inspirational
Persuasion
Persuasion Appeals
Appeals

Pressure
Pressure Consultation
Consultation
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Influencing
Influencing
Legitimization
Legitimization Tactics
Tactics Ingratiation
Ingratiation

Personal
Personal
Coalitions
Coalitions Appeals
Appeals
Exchange
Exchange

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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
 2 Sources of Power

Derived from
Position top management

Derived from the

Personal follower based
on leader’s behavior

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 Type of Power
Referent:
Based on respect & personal relationships
Legal/Legitimate: Earned respect increases referent power
-Comes from appointed/elected Being better liked increases referent power
position . Being seen as a team player, dedicated,
-Most followers grant this to and effective increase referent power
a leader

Expert:
Comes from skill, expertise, knowledge
Reward: Makes others dependent on the person with
-Control of things valued by followers the power.
-Based on exchange relationship eg: advice to fix your computer, etc.

Information/Resource:
Comes from control of data, Coercive/Punishment: Ability to punish or with
information or other needed resources rewards, often used by peers to enforce norms
eg:$$$.Equipment, Human Resources,
Supplies & Material

Connection:
Comes from associating with influential
people, Political

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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.

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

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 Networking
Networking
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Common
Common Reciprocity
Reciprocity
Political
Political
Behaviors
Behaviors
Coalitions
Coalitions

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 Political Behavior Skill
Development
Reciprocity
Learn the Organizational Coalitions
Culture & Power Players
Develop Good Working Relationships
Especially with your Manager
Be Loyal, Honest Team Player
Gain Recognition

Networking

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Active Learning

What is networking?

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 Networking on the Job
■ Key to promotion to higher management
■ Requires social skills
■ Is about building professional
relationships and friendships
■ Difficult for women

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 Networking to Find a Job
■ Most successful approach
■ 2/3 of all jobs
– Word of mouth
– Informal referrals
■ Results in more new jobs than all
other methods combined

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 The Networking Process
■ 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
■ Accomplishments
■ Tie accomplishments to the
Job Interview
■ Set Networking Goals

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Create Your
One-Minute Self-Sell
■ History of your career
■ Plans for the future
■ Questions to stimulate conversation
■ Write and Practice

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Develop Your Network
■ Begin with who you know
■ Expand to people you don’t know
– Referrals
– Volunteer work
■ Develop ability to remember peoples’ names

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Conduct Networking Interviews
■ 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
■ Establish rapport
■ Deliver your one-minute self-sell
■ 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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Active Learning

What is negotiation?

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NEGOTIATION
■ Two or more parties which are in conflict
(disagreement) working to reach an agreement
■ Common in:
– Job searches
– Labor relations
– Sales

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 Negotiation Process
Plan
Plan Agreement
Agreement
Close
Close the
the
deal
deal
Negotiations
Negotiations
No
No
Agreement
Agreement
Postponement
Postponement

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PLAN
■ Research the other party(ies)
■ Set objectives
– Lower limit
– Objective
– Opening
■ Develop options & tradeoffs
■ Be prepared to deal with questions &
objections (especially unstated)

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 NEGOTIATIONS
■ Develop rapport
■ Keep it professional, never personal
■ Try to get the other person to make the
first offer
– “He who mentions a dollar amount first, loses”, Job
Hunting adage
■ Ask questions
■ Listen
■ Don’t give in too quickly
■ Never give something up for free

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POSTPONEMENT
■ May be advantageous or
disadvantageous
■ Most interested party usually tries
to avoid postponements
– May try to create a sense of
urgency

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Agreement
■ Both sides should feel good about
the agreement
■ Get it in writing
■ Quit selling
■ Start work on a personal
relationship

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Disagreement
■ Accept that agreement isn’t possible
■ Learn from the failure
■ Ask the other party what you did
right & wrong
■ Analyze and plan for the next time

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 Negotiation Adage
■ “If you can’t afford to walk away,
or at least convince the other side
that you will walk away, you’ve
already lost.”
– Convincing others you will walk
away when you can’t is very tough.

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Discussion Question #1
■What are the nine influencing
tactics?

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

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

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Discussion Question #4
■What are three political
behaviors and four
guidelines for developing
political skills?

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Discussion Question #5

■Do you believe that

networking is really all
that important?

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Discussion Question #6
■What are the steps in
planning a negotiation?

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Discussion Question #7

■What are the steps

in negotiations?

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