Slide đại cương về lãnh đạo trong tổ chức influencing power, politics, networking and negotiation

Chapter 4 Learning Outcomes• Position vs personal power • Differences among legitimate, reward, coercive, and referent power • Relationship of power and politics • Similar use of money

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Theory, Application, Skill Development

2d Edition

Robert N Lussier and Christopher F Achua

This presentation edited and enhanced by :

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Chapter 4

Influencing: Power,

Politics, Networking and

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Chapter 4 Learning Outcomes

• Position vs personal power

• Differences among legitimate, reward,

coercive, and referent power

• Relationship of power and politics

• Similar use of money and politics

• Steps in networking process

• Steps in negotiation process

• Relationship among: negotiation, conflict,

influencing tactics, power, politics cuu duong than cong com

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2 Sources of Power

Position

Personal

Derived from top management

Derived from the follower based

on leader’s behavior

cuu duong than cong com

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Rational Persuasion Inspirational Appeals

Legitimization Ingratiation

Coalitions Personal Appeals

9 Influencing

Tactics

Exchange

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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

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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 cuu duong than cong com

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Types of Power

• Coercive/Punishment:

– Ability to punish or withhold rewards

– Often used by peers to enforce norms

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THE SINGLE MOST EFFECTIVE WAY TO ACCUMULATE POWER

repay, the greater the power gain. cuu duong than cong com

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Networking Reciprocity Coalitions

3 Common

Political

Behaviors

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Political Behavior Skill

Be Loyal, Honest Team Player

Gain Recognition

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Networking on the Job

• Difficult for women

– Not called “the good old boy

network” for nothing cuu duong than cong com

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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 cuu duong than cong com

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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 cuu duong than cong com

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• 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 cuu duong than cong com

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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 cuu duong than cong com

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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 cuu duong than cong com

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• Two or more parties which

are in conflict (disagreement) working to reach an

agreement

• Common in:

– Job searches – Labor relations – Sales cuu duong than cong com

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Negotiation Process

Plan

Postponement

Agreement Close the deal

No Agreement Negotiations

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• Research the other party(ies)

• Set objectives

– Lower limit – Objective – Opening

• Develop options & tradeoffs

• Be prepared to deal with

questions & objections

(especially unstated) cuu duong than cong com

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• 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 cuu duong than cong com

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• May be advantageous or

disadvantageous

• Most interested party

usually tries to avoid

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• Both sides should feel good

about the agreement

• Get it in writing

• Quit selling

• Start work on a personal

relationship cuu duong than cong com

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• 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 cuu duong than cong com

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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 cuu duong than cong com

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Discussion Question #2

•What are the

seven types of power?

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•Which two types of

power do effective leaders most

commonly use?

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•What is the

similarity and

differences between social exchange

theory and strategic

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•What are three

political behaviors and four guidelines for developing

political skills? cuu duong than cong com

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•Should people be

judged based on their social skills?

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•Do you believe

that networking is really all that

important?

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•Do people really

need a written networking list?

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•How many interview

questions should you bring to a networking interview?

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•What are the steps

in planning a negotiation?

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•What are the

steps in negotiations?

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