3. 3
Learning Outcomes
■ Power- position vs personal power
■ Type of Power
■ Relationship of Power and Politics
■ The networking process
■ The negotiation process
6. 6
2 Sources of Power
Position
Personal
Derived from
top management
Derived from the
follower based
on leader’s behavior
7. 7
Type of Power
Expert:
Comes from skill, expertise, knowledge
Makes others dependent on the person with
the power.
eg: advice to fix your computer, etc.
Referent:
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
Reward:
-Control of things valued by followers
-Based on exchange relationship
Legal/Legitimate:
-Comes from appointed/elected
position .
-Most followers grant this to
a leader
Coercive/Punishment: Ability to punish
Or withhold rewards, often used by peers
to enforce norms
Information/Resource:
Comes from control of data,
information or other needed resources
eg:$$$.Equipment, Human Resources,
Supplies & Material
Connection:
Comes from associating with influential
people, Political
8. 8
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.
9. 9
Politics
■ The process of
gaining and using
power
■ Fact of life in
organizations
■ Neither good or bad
13. 13
Networking on the Job
■ Key to promotion to higher management
■ Requires social skills
■ Is about building professional
relationships and friendships
■ Difficult for women
14. 14
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
15. 15
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
18. 18
Develop Your Network
■ Begin with who you know
■ Expand to people you don’t know
– Referrals
– Volunteer work
■ Develop ability to remember peoples’ names
19. 19
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
20. 20
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
22. 22
NEGOTIATION
■ Two or more parties which are in conflict
(disagreement) working to reach an agreement
■ Common in:
– Job searches
– Labor relations
– Sales
24. 24
PLAN
■ Research the other party(ies)
■ Set objectives
– Lower limit
– Objective
– Opening
■ Develop options & tradeoffs
■ Be prepared to deal with questions &
objections (especially unstated)
25. 25
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
26. 26
POSTPONEMENT
■ May be advantageous or
disadvantageous
■ Most interested party usually tries
to avoid postponements
– May try to create a sense of
urgency
27. 27
Agreement
■Both sides should feel good about
the agreement
■Get it in writing
■Quit selling
■Start work on a personal
relationship
28. 28
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
29. 29
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.
