POWER, POLITICS, NETWORKING AND NEGOTIATION
Group’s Members:Low Ai Choo
Abreza Bt. AtanNoorHayati Bt. Yusop‘Izzat Haizan B. Anuar
Mohd Zulhida B. Badarudin
INTRODUCTIONINTRODUCTION
INFLUENCING
Definition:
The process of affecting / changing
others’ attitudes and behavior to achieve
an objective.
It's about being able to move things
forward, without pushing, forcing or telling
others what to do.
4
RationalPersuasionRational
PersuasionInspirational
AppealsInspirational
Appeals
PressurePressure ConsultationConsultation
LegitimizationLegitimization IngratiationIngratiation
CoalitionsCoalitions Personal Appeals
Personal Appeals
99InfluencingInfluencing
TacticsTactics
99InfluencingInfluencing
TacticsTactics
ExchangeExchange
Source: Adapted from J. French and B.H. Raven. 1959. “The Bases of Social Power.” In Studies of Social Power. D. Cartwright, ed. Ann Arbor, MI: Institute for Social Research.
1. Rational Persuation
Presenting the facts and logical arguments
Emphasizing the positive benefits of a course of action.
Most accepted methods of influencing
Example: Teacher advise student work hard to
get the better result by telling the outcome with better score in SPM.
Unfortunately, not all people think with logic all the time.
2. Inspirational Appeals Leader set up their vision for future success
and by doing so, not only gains support, but also sparks enthusiasm for major changes.
Modeling behavior and setting an example for others to follow.
Example: Launching of Rakyat 1 Malaysia by Prime
minister.
3. Consultation Examining the problem and working
with the influence toward a solution It works when someone provides
input, they become more committed to the initiative. They feel involved and are more motivated to take action.
Example:• Headmaster need your support and
assistance or modify your proposal to certain activity in school.
4. Ingratiation• Get you in a good mood before asking
you for somethingExample:• Teacher praise student hardworking
before giving home work.
5. Personal Appeals• Appeals to your feelings of loyalty and
friendship.Example:• Teacher treat student as friends in
process of influencing their behavior.
Can u be my best friend and BOSS??
6. Exchange
Exchanging by giving something of value to influence in return for something you want.
7. Coalitions Get someone else to persuade you to
comply Use someone else’s support as reason
for you to comply
8. Legitimating
• Claims to have the authority to get you to do something
• Verifying its in the policy manual, rules or practices and traditions
9. Pressure• Use demands threats or
persistent reminders
WHAT IS POWER?
POWERPOWER
Power is: ability to bring about change
in one’s psychological environment.
Influence is the use of power to bring about change
2 Sources of Power
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PositionPosition
PersonalPersonal
Derived from top management
Derived from thefollower basedon leader’s behavior
Legitimate Power
Comes from appointed/elected position
Most followers grant this to a leader
Example:
Reward Power Control of things valued by followers
Based on exchange relationship
The power of give or with hold rewards, such as bonuses, promotion, salary increasing, recommandation.
Coercive Power Is based on fear Bases its effectiveness on
the ability to administer punishment or give negative reinforcements
A leader using often resorts to punishment, reprimands or dismissal.
It is also called the pressure influencing tactic.
Referent Power
An admiration of a leader, which usually produces influence and acceptance by subordinates (French & Raven, 1959 ). Referent power acts a little like role model power. It depends on respecting, liking and holding another individual in high esteem. It usually develops over a long period of time.
Information/Resources Power Is based on the user’s
data desired by others. Information power
involves access to vital information and control over its distribution to other.
Distortion of information includes selective editing to promote only your position, giving a biased interpretation of data and even presenting false information.
Connection Power
Is based on the leader’s connections with influential or important persons inside or outside the organization.
A leader who demonstrates connection power induces cooperation from others because they wish to gain favour or avoid the disfavour.
Expert Power
Is based on the leader’s possession of expertise, skill and knowledge, which through respect, influences others. A leader with expert power is seen as possessing the expertise to improve the work behaviour for others.
POLITICSPOLITICS
POWER POLITICS
relationship
To increase power
RELATIONSHIP
POLITICS
Process
Affects
Vary
More political
MoreMoreGaining power
Using power
behavior
decision
From organization to
organization
In larger organization
If the level of management higher
INTERPRETATION
POLITICS IS A MEDIUM OF EXCHANGED
POLITICS
System
AccomplishBuilding Building relationshiprelationship
To get what we want
Personal goal
Professional goal
Help meet objectives
ANALOGY
MONEYMONEY POLITICSPOLITICS
Inherently GOOD nor BAD
Medium of EXCHANGED
In economy In organization
Tangible currencyPolitical behavior
ORGANIZATIONAL POLITICAL BEHAVIOR
NETWORKING
RECIPROCITY
COALITIONS
ORGANIZATIONAL POLITICAL BEHAVIOR
NETWORKING
RECIPROCITY
COALITIONS
NETWORKING
ProcessDeveloping relationship
For the purpose of…
socializing
politicking
ActivitiesManagers engage
Categorized into…
Traditional management
communication
Human resource management
networking
Successful ManagersSpend around twice as
much time networking as average manager
RECIPROCITY
Builds TRUST in relationship
TIP to increase chances of getting HELP from others…
Use the word FAVOR – its persuade people to help you
Rote response to a favor request“Yeah sure, what it is?”
Always start with the phrase“Will you please do me a favor?”
COALITIONS
*INFLUENCING tactics in political behavior
*Each party HELP EACH OTHERS to achieves objectives
*Developed for ACHIEVING SPESIFIC OBJECTIVE*Getting a person whose support you need to JOIN your coalition rather than compete
GUIDELINES FOR DEVELOPING POLITICAL SKILLS
RECIPROCITY COALITIONS
NETWORKING
Learn the organizational culture & power players
Develop good working relationships, especially with the manager
Be a loyal, honest team player
Gain recognition
NETWORKINGNETWORKING
Key to promotion to higher managem
ent Requires social
skills
Is about building
professional relationship
s and friendships
Difficult for womenNot called “the good old boy network” for nothing
Most successful approach
2/3 of all jobs
Word of mouthInformal referrals
Results in more new jobs than all other methods
combined
THE NETWORKING
PROCESS
Conduct networking interviews
Maintain your networking
Perform a Self-Assessment and Set Goals•Accomplishments
•Tie accomplishments to the Job Interview - you want to be sure to state your accomplishment that are based on your skill during the job interview. The second step after listing key result you have achieved is to elaborate on a problem that was solved or an opportunity taken and how you achieved it using your skills.
•Set Networking Goal - after your self-assessment focusing on your accomplishments, you need to clear state your goal.
Create Your One-Minute Self-Sell
• History of your career - start with a career summary, the highlights of your career to date. Include your most recent career or school history and a description of the type of work/internship or courses you have taken. Also include the industry and type of organizations.
• Plans for the future- next, state the target career you are seeking, the industry you prefer, and a specific function or role. You can also mention names of organizations you are targeting as well as let the acquaintance know why you are looking for work.
• Questions to stimulate conversation- ask a question to encourage two-way
communication. The question will vary depending on the person and your goal or the reason you are using the one-minute self-sell.
• Write and Practice- write out your one-minute self-sell. Be sure to
clearly separate your history, plans, and question and customize your question based on the contact with whom you are talking. Practice delivering it with family and friends and get feedback to improve it.
Develop Your Network• Begin with who you know• Expand to people you don’t know– Referrals– Volunteer work
• Develop ability to remember peoples’ names- if you want to impress people you never met or hardly know, call them by their name.- Ask others who they are, then go up and call them by name and introduce yourself with your one-minute sell.- If you think the person can help you, don’t stop with casual conversation-make an appointment at a later time for a phone conversation, personal meeting, coffee or lunch, - get their business card.
Conducting Interviews• Establish rapport
- provide a brief introduction and thank the contact for his or her time. Clearly state the purpose of the meeting, be clear thah you are not asking for a job. Don’t start selling yourself, project an interest in the other person.
• Deliver your one-minute self-sell- even if the person has already heard it, say it again. This enables you to quickly summarize your background and career direction.
• Ask prepared questions- do your homework before the meeting and compose a series of questions to ask during the interview. Your questions should vary depending on your goal, the contact and how he or she may help you with your job search
• Get additional contacts for your network- always ask who else you should speak
with. Most people can give you three names, so if you are only offered one, ask for other. Leave a business card and/ or resume so the person can contact you in case something comes up.
• Ask your contacts how you might help them
- offer a copy of a recent journal article or any additional information that come up in your conversation. Remember, it’s all about building relationships, and making yourself a resource for other people
• Followup– Send thank-you notes– Give status reports
Maintain Your Network
-It is important to keep your network informed of your career progress. - if an individual was helpful in finding your job, be sure to let him know the outcome.- saying thank you to those who helped in your transition will encourage the business relationship
NEGOTIATIONNEGOTIATION
NEGOTIATION( Perundingan )
Kamus Dewan: “perhitungan, perkiraan, pertimbangan” dan “perbicaraan (perkiraan) yang sungguh-sungguh lagi mendalam tentang sesuatu hal”.
Kamus Oxford Advanced Learner’s 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.''
• Lewicki, Saunders, dan Minton (1997): “Suatu proses formal yang berlaku apabila dua pihak cuba mencari penyelesaian dalam konflik yang rumit”.
Definisi (Khusus)
Definisi (Umum)
“Perundingan merupakan aplikasi strategi dan taktik untuk mengendalikan konflik secara produktif”
Proses Perundingan( Negotiation Process )
Perancangan awal
( PLAN )
Proses Perundingan
( NEGOTIATIONS )
Penangguhan( POSTPONEMEN
T )
Tidak Setuju(DISAGREEMEN
T)
Setuju(AGREEMENT)
Perancangan awal( PLAN )
• Research the other party(ies)• Set objectives– Lower limit– Objective– Opening
• Develop OPTION & TRADEOFFS• Be prepared to deal with questions
& objections (especially unstated)
Proses Perundingan( NEGOTIATIONS )
• Develop rapport• Keep it professional, never personal• Let the other person to make the first
offer• Listen• Ask questions• Don’t give in too quickly• Never give something up for free• Ask for something in return
Penangguhan( POSTPONEMENT )
• When you are getting what you wantyou may try to create
urgency
• When other party is creating urgencydon’t be pressure into making a
deal
• If you do want to postponedgive a specific time you will be
back
Setuju(AGREEMENT)
• Both sides should feel good about the agreement
• Get it in writing• Quit selling• Start work on a personal relationship
Tidak Setuju( 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
Stop bargaining and fulfill the agreement
Accept the impossible
circumstances & maintain good
network
In the future can create better prospect and develop new
strategy
CONCLUSIONCONCLUSION
TO CLIMB THE CORPORATE LADDER…
INFLUENCE PEOPLE
TO
Gain power
Play organizational politics
Play organizational network
Negotiate
Gain power
Play organizational politics
Play organizational network
Negotiate
To get what you want
in the organization
RECALL…
LEADERSHIP Influencing process
LeadersFollowers
To
Achieve organization
objectives
Influence each other