Power Politics Networking and Negotiation

UPPF6033-54
DYNAMICS OF LEADERSHIP
Topic: Power, Politics,
Networking & Negotiation
CHONG WEN LIN (MPP211011)
WEE MING ER (MPP211017)
Topic: Power, Politics, Networking & Negotiation
Power Networking
(CHONG WEN LIN) (WEE MING ER)
Politics Negotiation
(CHONG WEN LIN) (WEE MING ER)
01
POWER
What is ‘POWER’?
● Power is defined as the ability to act or have influence over

others.
● Influencing is the process of affecting others’ attitudes and

behaviour to achieve objective.
● Is the leader’s potential influence over followers

● Often does not have to be used to influence followers
● Used to get people to do what they otherwise would not do
Do you think you have power in your daily life?

Types of ‘POWER’ - examples:
The power that parents The power that newspapers

have over children have over readers
The power that customers The power that a leader

have over shop assistants has over his followers
1. POSITION
Derived from top management
u r ces
2 So
Of
E R
2. PERSONAL
PO W Derived from the follower based on
leader’s behaviour
7 types of Power
Legitimate Power
–Comes from
appointed/elected position
–Most followers grant this to
a leader
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.
Coercive Power
–Ability to punish or withhold
rewards
-Also called the pressure
influencing tactic.
Referent Power
–acts a little like role model power
-it depends on respecting, liking and
holding another individual in high
esteem.
Resource Power
–Comes from control of data,
information or other needed
resources
-information power involves access to
vital information and control over its
distribution to other.
Expert Power
–Comes from skill, expertise, knowledge
–Makes others dependent on the person
with the power
–Can be for advice, to fix your computer,
etc
Connection Power
–based on the leader’s connections
with influential or important persons
inside or outside the organisation
-A leader who demonstrates
connection power induces
cooperation from others because they
wish to gain favour or avoid the
disfavour.
9 Influencing Tactics
1. Rational persuasion
2. Inspirational appeals
3. Consultation
4. Ingratiation
5. Personal appeal
6. Exchange
7. Coalition tactics
8. Legitimating tactics
9. Pressure
Resistance
Outcomes
influence
attempts:
Compliance Commitment
02
POLITICS
What is ‘POLITICS’?
● The process of gaining and using power
● Managers use their existing position power and politics

to increase their power
● Is a reality of organizational life because politics

affects attitudes and behaviour
● Politics skill is about building relationships to help one

meet their organizational objectives
3 Common Coalitions
Political Behaviors -INFLUENCING tactics in political
behavior
-each party HELP EACH OTHERS to
achieve objective
Reciprocity
-Build TRUST in relationship
Networking
-TIP to increase chances of -managers engage categorized
getting HELP from others into ACTIVITIES
-developing relationship process
for the purpose of socializing,
politicking
Guidelines for Developing Political Skills
Reciprocity Learn the organizational culture

and power players Coalitions
Develop good working relationships,
especially with your managers
Be a loyal, honest team player
Gain recognition
Networking
03
NETWORKING
What is ‘NETWORKING’?
● Networking is about establishing and nurturing long
term, mutually beneficial relationship with the people
you meet.
● Network is a learned skill (Requires social skills)

- Key to promotion to higher management
● Is about building professional relationships and

friendships
● Networking is important to leader’s career success.

3 Types of networking for leaders
Operational network Personal network Strategic network
- External people who
- Involves people useful to Like Minded people can help you to achieve
you for fulfilling your outside your own your strategic business
current work tasks and
organisation who can goals.
responsibilities.
assist and enhance your
personal & professional - They might draw your
- It is important to building
development and boost attention to a new
relationships inside your
your advancement. business possibilities,
company to get work
new directions and new
done.
stakeholders.
1. CAREER
SATISFACTION
Why
i n g
2. HIGHER
Netw o r k
a n t ? PERFORMANCE
o rt
is imp
3. SALARY GROWTH
How Leader Create and Use Networks?
1)To Identify Career 2) To Build Their Teams

Opportunities
4)To Keep a Finger on the

Pulse of Their Industry
3) To Anticipate Strategic
Change Within Their
Organization
04
NEGOTIATION
What is ‘NEGOTIATION’?
● A process where two or more parties
make a deal to satisfy the interests or
needs of each other.
● Networking can lead to negotiating.

Negotiation skills are often defined as
soft skills.
● Negotiation skills examples include

abilities such as communication,
persuasion, cooperation, planning, and
strategy.
NEGOTIATING INVOLVES:
SHARED OPPOSING
INTEREST INTEREST
● Parties want ● Parties want
to agree and different things
exchange and don’t
agree on
everything.
CONFLICT OF
INTEREST
Win-Win Negotiations Strategy
● A win-win strategy is a strategy in
which designed in a way that all
participants can profit from it in
one way or the other.
● In conflict situation, a win-win

strategy is a conflict resolution
process that aims to accommodate
all participants.
● Negotiation is generally considered

an essential managerial skill. This
helps to maintain a positive working
relationship afterwards.
Why Leaders Need Negotiation Skills?
1)The
likelihood of 5)Divide Resources
winning More Effectively
increases
4)Others will be
convinced to follow
2)Building better you
and lasting
business
relationships 3)Effectively
manage and
avoid conflict
CONCLUSION:
In a nutshell, as a leader you must
have the ability to influence people.
Hence, learning how to gain power,

developing political skills, expanding
network and enhancing negotiation
skills is very important to achieve
effective leadership and successful
business outcomes.
THANK Any
quest
YOU ion?
Resources:
1. https://www.slideshare.net/mozuba/influencing-power-politics-networking-negotiati
on
2. https://www.slideshare.net/faixamajid/power-politics-networking-and-negotiation
3. https://www.youtube.com/watch?v=l5oQye3aeO4
4. https://nanopdf.com/download/lecture-8-5afc6f0f9b95a_pdf
5. https://slideplayer.com/slide/9704156/
6. https://prezi.com/uelsrngoxldj/influencing-power-politics-networking-negotiation/
7. https://nanopdf.com/download/lecture-8-5afc6f0f9b95a_pdf
8. http://anyflip.com/mbkyq/bpps/
9. https://prezi.com/uelsrngoxldj/influencing-power-politics-networking-negotiation/
10. https://www.toppr.com/guides/fundamentals-of-economics-and-management/orga
nising/the-concept-of-power/

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UPPF6033-54

● Power is defined as the ability to act or have influence over

● Influencing is the process of affecting others’ attitudes and

● Is the leader’s potential influence over followers

Do you think you have power in your daily life?

The power that parents The power that newspapers

The power that customers The power that a leader

● Managers use their existing position power and politics

● Is a reality of organizational life because politics

● Politics skill is about building relationships to help one

Reciprocity Learn the organizational culture

Be a loyal, honest team player

● Network is a learned skill (Requires social skills)

● Is about building professional relationships and

● Networking is important to leader’s career success.

1)To Identify Career 2) To Build Their Teams

4)To Keep a Finger on the

● Networking can lead to negotiating.

● Negotiation skills examples include

● In conflict situation, a win-win

● Negotiation is generally considered

Hence, learning how to gain power,

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