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