This document discusses influencing others through power, politics, networking and negotiation. It defines influencing as affecting others' attitudes and behavior to achieve an objective. There are two main sources of power - position power which comes from one's formal role, and personal power which comes from qualities like expertise. The document outlines different types of power such as reward, coercive, referent and expert power. It also discusses political behaviors like reciprocity and coalition building. The importance of networking for career advancement and job searching is emphasized. Effective negotiation strategies like planning, listening and avoiding making the first offer are presented.

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Chapter 4
Influencing: Power,
Politics,
Networking and
Negotiation

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

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2 Sources of Power
Position
Personal
Derived from
top management
Derived from the
follower based
on leader’s behavior

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Types of Power
• Legal/Legitimate:
– Comes from appointed/elected position
– Most followers grant this to a leader
• Reward:
– Control of things valued by followers
– Based on exchange relationship

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Types of Power
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
– Can be developed by anyone regardless of
other types of power or the lack thereof
– Critical between:
• Leaders & followers
• Peers
• Leaders & their superiors
– Excellent base for a relational or balanced
relational/structural leadership style

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Types of Power
• Expert:
– Comes from skill, expertise, knowledge
– Makes others dependent on the person
with the power
– Can be for advice, to fix your
computer, etc.
• Information/Resource:
– Comes from control of data, information
or other needed resources
• $$$
• Equipment
• Human Resources
• Supplies & Material

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Types of Power
• Coercive/Punishment:
– Ability to punish or withhold rewards
– Often used by peers to enforce norms
• 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
Reciprocity
Coalitions
3
Common
Political
Behaviors

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

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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
– Not called “the good old boy
network” for nothing

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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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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
Postponement
Agreement
Close the
deal
No
Agreement
Negotiations

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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.