LEADERSHIP:

Theory, Application, Skill Development

Robert N. Lussier
and Christopher F. Achua

Teacher: Inamullah

Inamullah, Kardan University

 Chapter 4
Influencing: Power & Politics &
Negotiations

Inamullah, Kardan University

 Leadership and Influence
• Leadership
– Is the “influencing” process of leaders and
followers to achieve organizational objectives
through change
• Influencing
– Is the process of affecting others’ attitudes and
behavior in order to achieve an objective

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 Discussion Question #1

Is power good or bad for organizations?

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 Power
• Power is the potential of influence that leader
enjoys over his followers.
• Because power is the potential to influence,
you do not actually have to use power to
influence others. Often it is the perception of
power, rather than the actual use of power,
that influences others

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 Sources of Power
• There are two sources of power: position
power and personal power.
• Position power is derived from top
management, and it is delegated down the
chain of command.
• Personal power is derived from the followers
based on the leader’s behavior. Charismatic
leaders have personal power.

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 Types of Power
1. Legitimate Power
2. Reward Power
3. Coercive Power
4. Referent Power
5. Expert Power
6. Information/ Resource Power
7. Connection Power

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 Types of Powers
Legitimate power is based on the user’s position
power, given by the organization. It is also
called the legitimization influencing tactic.

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 Legitimate Power
Appropriate use of Legitimate Power:
• When using legitimate power, it is also helpful to use
the consultation influencing tactic. This process is
also known as participative management and
empowering employees.
• Legitimate Use of Rational Persuasion.
• To get people in a good mood, the ingratiation
influencing tactic may be used by being friendly and
praising others before you ask them for what you
want.
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 Legitimate Power
Guidelines for using Rational Persuasion:
1. Explain the reason why the objective needs to be
met.
2. Explain how the other party will benefit by meeting
the objective.
3. Provide evidence that the objective can be met.
4. Explain how potential problems and concerns will
be handled.
5. If there are competing plans to meet the objective,
explain why your proposal is better than the
competing
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 Legitimate Power
Increasing Legitimate Power:
• To have legitimate power, you need management
experience.
• Exercise your authority regularly. Follow up to make sure
that policies, procedures, and rules are implemented and
that your objectives are achieved.
• Follow the guidelines for using rational persuasion,
especially if your authority is questioned.
• Back up your authority with rewards and punishment.

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 Types of Power
• Reward power is based on the user’s ability to influence
others with something of value to them.
How to Increase your Reward Power?
• Gain and maintain control over evaluating your employees’
performance and determining their raises, promotions, and
other rewards.
• Find out what others value, and try to reward people in that way.
• Let people know you control rewards, and state your criteria for
giving rewards.
• Don’t promise more than you can deliver. Reward as promised,
and don’t use rewards to manipulate or for personal benefit.

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 Types of Power
• Coercive power involves punishment and
withholding of rewards to influence compliance.
Increasing Coercive Power:
• Gain authority to use punishment and withhold
rewards. However, give prior warnings, understand
the situation.
• Don’t make rash threats.
• Be persistent. If you request that followers do
something and you don’t follow up to make sure it is
done, sure you persistently follow up.
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 Types of Power
Referent power is based on the user’s personal
relationships with others.

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 Referent Power:
– 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

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 Types of Powers
Expert power is based on the user’s skill and
knowledge.
– Comes from skill, expertise, knowledge
– Makes others dependent on the person with the
power
– Can be for advice, to fix your computer, etc.

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 Expert Power
How to increase Expert Power:
• To become an expert, take all the training and
educational programs your organization provides.
• Attend meetings of your trade or professional
associations, and read their publications to keep up
with current trends in your field.
• Keep up with the latest technology. Volunteer to be
the first to learn something new.
• Project a positive self-concept, and let people know
about your expertise by developing a reputation for
having expertise
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 Types of Powers
Information/Resource power is based on the
user’s data desired by others and other
resources needed by others.
How to increase Information/Resource Power?
• Have information flow through you.
• Know what is going on in the organization.
• Develop a network of information sources,
and gather information from them.

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 Types of Powers
• Connection power is based on the user’s
relationships with influential people.
How to increase Connection Power?
• Expand your network of contacts with important managers
who have power.
• Join the “in-crowd” and the “right” associations and clubs.
Participating in sports like golf may help you meet influential
people.
• identify the people who can help you attain it, make
coalitions, and win them over to your side.
• Get people to know your name. Get all the publicity you can.
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 Acquiring and Losing Power
• Power can change over time
• Personal power can be easily gained or lost
• Abuse of power will result in loss of power
• Social exchange theory explains how power is
gained and lost as reciprocal influence processes
occur over time between leaders and followers
• Social interaction is an exchange of benefits or
favors

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 Rational Inspirational
Persuasion Appeals

Pressure Consultation
9
Influencing
Legitimization Tactics Ingratiation

Personal
Coalitions
Appeals
Exchange

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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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 Organizational Politics
• Management has a political dimension. Just as
the nine influencing tactics are used within
the seven types of power, these tactics are
also used in organizational politics.
• There is a relationship between power and
organizational politics. Managers use their
existing position power and politics to
increase their power. Politics is the process of
gaining and using power.

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 Organizational Politics
Politics Is a Medium of Exchange
• Like money, politics in and of itself is
inherently neither good nor bad. Politics is
simply a system of getting what we want.
Political Behavior
• How well you play politics directly affects your
success. Networking, reciprocity, and
coalitions are common organizational political
behaviors.

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 Organizational Politics
• Networking is the process of developing
relationships for the purpose of socializing and
politicking.
• Reciprocity involves creating obligations and
developing alliances, and using them to
accomplish objectives.
• Coalitions using coalitions as an influencing
tactic is political behavior. Each party helps the
others get what they want.

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

Networking

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 Guidelines for Developing
Political Skills
Learn the Organizational
Culture and Power Players
– Develop connection power through politicking
– Learn the cultural shared values and beliefs
– Learn who has power and what makes them tick and do favors for them.
Develop Good Working Relationships, Especially with Your Manager
– Learn to share goals and priorities with your manager
– Make or beat all deadlines and ask your manager for advice
– Never let your manager be embarrassed or surprised in public because of your
actions
• Be a Loyal, Honest Team Player
– Ethical behavior is important; do not backstab or gossip
– Earn others’ respect, confidence, and trust
• Gain Recognition
– Find ways to let the power players know that you are doing a good job 4-27
Inamullah, Kardan University
 Negotiation
• Is a process in which two or more parties are
in conflict working to reach an agreement
• Is a core competency in life
• Common in:
– Job searches
– Labor relations
– Sales

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 Negotiating
• Negotiation is often a zero-sum game; one
party’s gain is the other party’s loss
• Sell your ideas to convince the other party to
give you what you want
• Try to work toward a win-win result
• All parties should believe they got a good
deal

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 The Negotiation Process

Plan Agreement
Close the deal.

Negotiations
No Agreement
Postponement Find out why for
future negotiations.

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 The Negotiation Process: Plan
• Research the other party(ies)
• Set objectives
– Specific lower limit
– Target objective
– Opening objective
• Develop options and trade-offs
• Be prepared to deal with questions and
objections (especially unstated ones)

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 The Negotiation Process:
Negotiations
• Develop rapport
• Focus on obstacles, not the person
• Let the other party make the first offer
• Listen
• Ask questions
• Don’t give in too quickly
• Ask for something in return

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 The Negotiation Process:
Postponement
• When you are not getting what you want, you
may try to create urgency
• When the other party becomes resistant,
remember that a hard sell will not work
• If the other party is creating urgency, be sure
it is really urgent
– Don’t be pressured into making a deal you may
regret later
• If you do want to postpone, give the other
party a specific time you will get back to them
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 The Negotiation Process: Agreement
• Get it in writing
• Quit selling
• Start working on a personal relationship

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 The Negotiation Process:
No Agreement
• Accept that agreement isn’t possible
• Learn from the failure
• Analyze and plan for the next time
• Ask the other party what you did right and
wrong

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 Ethics and Influencing
• It pays to be ethical with influencing tactics
• Power is only unethical when used to
promote your self-interest at the expense of
others
• Used ethically, power helps to meet
organizational objectives
• It is tempting to be unethical but the price is
often high

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 Ethics and Influencing
• Confront others for unethical political
behavior
• Report unethical behavior in others
• Build networks based on mutually beneficial
relationships
• Tell the truth in negotiations and demand the
truth from the other party
• Use the stakeholders’ approach to ethics and
create a win-win situation
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