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INFLUENCING: POWER,
POLITICS, NETWORKING
AND NEGOTIATION
NUR ZAFIRA BINTI ZULKEFLI
AZURA BINTI ABDUL RAMAN
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What is influence?

The process of affecting others attitudes and behaviour to

achieve an objective.
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The Nine Influencing Tactics

Rational Persuasion

Inspirational Appeals

Consultation

Ingratiation

Personal Appeals

Exchange

Coalitions

Legitimization

Pressure
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Power

The ability to make others do what you would have them do.
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Types of Power

Legitimate

Reward

Referent

Expert

Information / Resources

Coercive / Punishment

Connection
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Politics : Good or Bad?

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+ What is Networking?

It is the process of developing relationships for the purpose of

socializing and politicking.

Contributes most to successful management

advancement; more than the other three activity categories of

managers:

- Traditional management

- Communication

- Human resource management

It is about building professional relationships and friendships.

+ Why Networking is Important?
It is more successful than all other methods combined for finding
employment.

Networking is also used for:

Developing a business - Salary

Job satisfaction - Power

Enhanced performance - Promotions

Networking is a learned skill that everyone struggles with,

especially women.
+ What are the Process of Networking?

STEP 1:
Perform a Accomplishments
self-
assessment Set networking
and goals
set goals.
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History of your
career
STEP 2:
Create Plans for the future
your one-
minute Questions to
self-sell stimulate
conversation
Write and practice
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Begin with who you

know
STEP 3:
Develop Expand to other
your people
network
Develop ability to
remember peoples
names
+ Establish rapport
Deliver your one-
minute self -sell
STEP 4: Asked prepared
Conductin questions
g Get additional contacts
Interviews for your network
Ask your contacts how
you might help them
Follow up
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+ What is Negotiation?

Oxford Advanced Learners Dictionary:

discuss aimed at reaching an agreement

Bussmann & Muller (1992) :

the communication process of a group of agents in order to

reach a mutually accepted agreement on some matter.

It is a process in which two or more parties are

in conflict working to reach an agreement.

+ What are the Process of Negotiation?

Plan

Disagreeme Negotiatio Agreeme

nt n Process nt

Postponemen
t
+ What are the Process of Networking?

Research the other

party
Set
STEP 1: objectives
Plan
Develop options and
tradeoffs
Be prepared to deal
with questions and
objections
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Develop rapport

Professional vs Personal
STEP 2: Try to get the other
Negotiation person to make the first
Process offer
Ask questions and listen

Never give something up

for free
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When you are getting
what you want. (Create
urgency)
When the other party is
STEP 3: creating urgency. Do not
Postponeme be pressure into making
nt a deal.
If you do want to
postponed.
Give a specific time you
will be back.
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Both side should feel
good about the
agreement.

STEP 4: Get in writing.

Agreement
Quit selling.

Start work on a personal

relationship.
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Accept agreement is not
possible

STEP 5: Learn from the failure.

Disagreeme
nt Ask the other party what
you did right and wrong.

Analyze and plan for the

next time
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