Study Material.

1. Leadership
Theory, Application, Skill Development
1st Edition
Robert N. Lussier and Christopher F. Achua
.
This presentation created by:
MANAGEMENT TRAINING SPECIALISTS
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Copyright © 2001 South-Western College Publishing

2. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Chapter 9
Power, Politics, and
Negotiation
9-1

3. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Chapter 9
Learning Objectives
• Influencing tactics are commonly used as
initial requests.
• Position VS personal power
• Difference between legitimate, reward,
coercive, and referent power.
• Relationship of power and politics.
• Similar use of money and politics.
• Steps in negotiation process.
• Relationship among: Negotiation, conflict,
influencing tactics, power, politics.
9-2

4. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Influencing
• The process
of affecting
other’s
attitudes and
behavior to
achieve an
objective.
9-4

5. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Instrumental
Compliance
Internalization
Identification
3 Types of
Influencing
Process
9-5

6. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Commitment
Compliance
Resistance
Outcomes
of
Influence
Attempts
Include:
9-6

7. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Influencing Process and
Outcomes
Influencing Process
Instrumental
Compliance
Internalization
Identification
Unsuccessful
Influencing Process
Outcome
Compliance
Commitment
Commitment
Resistance
9-7

8. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Rational
Persuasion
Inspirational
Appeals
Pressure Consultation
Legitimization Ingratiation
Coalitions
Personal
Appeals
9
Influencing
Tactics
Exchange
9-8

9. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
2 Sources of Power
Position
Personal
Derived from
top management
Derived from
follower based
on leader’s behavior.
9-9

10. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Politics
• The
process of
gaining
and using
power.
9-10

11. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Networking
Reciprocity
Coalitions
3
Common
Political
Behaviors
9-11

12. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Political Behavior Skill
Development
Reciprocity Coalitions
Networking
Learn the Organizational
Culture & Power Players
Develop Good Working Relationships
Be Loyal, Honest Team Player
Gain Recognition
9-12

13. Leadership: Theory, Application, Skill Development, 1E, Lussier/Achua ©2001 South-Western College Publishing
Negotiation Process
Plan
Postponement
Agreement
Close the deal
No Agreement
Negotiations
9-13