Slide 1 : Power, Politics, and
Negotiation 9-1
Learning Objectives : 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
Influencing : Influencing The process of affecting other’s attitudes and behavior to achieve an objective. 9-4
Slide 4 : 9-5
Slide 5 : Commitment Compliance Resistance Outcomes
of
Influence
Attempts
Include: 9-6
Influencing Process and Outcomes : Influencing Process and Outcomes Influencing Process Instrumental Compliance Internalisation Identification Unsuccessful Influencing Process Outcome Compliance Commitment Commitment Resistance 9-7
Slide 7 : 9-8
2 Sources of Power : 2 Sources of Power Position Personal Derived from
top management Derived from
follower based
on leader’s behavior. 9-9
Politics : Politics The process of gaining and using power. 9-10
Slide 10 : Networking Reciprocity Coalitions 3
Common
Political
Behaviors 9-11
Political Behavior SkillDevelopment : Political Behavior SkillDevelopment Reciprocity Coalitions Networking Learn the Organisational
Culture & Power Players
Develop Good Working Relationships
Be Loyal, Honest Team Player
Gain Recognition 9-12
Negotiation Process : Negotiation Process Plan Postponement Agreement
Close the deal No Agreement Negotiations 9-13