Power,Politics, Networking&Negotiation

8/13/2019 Power,Politics, Networking&Negotiation

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INFLUENCINGPOWER, POLITICS, NETWORKINGAND NEGOTIATION

Groups Members:Low Ai Choo

Abreza Bt. Atan

NoorHayati Bt. YusopIzzat Haizan B. Anuar

Mohd Zulhida B. Badarudin


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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.


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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 getthe better result by telling the outcomewith better score in SPM.

Unfortunately, not all people think withlogic all the time.


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2. Inspirational Appeals

Leader set up their vision for future success and by

doing so, not only gains support, but also sparksenthusiasm for major changes.

Modeling behavior and setting an example for others

to follow.Example:

Launching of Rakyat 1 Malaysia by Prime minister.


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3. Consultation

Examining the problem and working with theinfluence toward a solution

It works when someone provides input, they

become more committed to the initiative.They feel involved and are more motivated totake action.

Example:

Headmaster need your support and assistance ormodify your proposal to certain activity in school.


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4. Ingratiation

Get you in a good mood before asking you forsomething

Example:

Teacher praise student hardworking beforegiving home work.

5. Personal Appeals Appeals to your feelings of loyalty and

friendship.Example:

Teacher treat student as friends in process ofinfluencing their behavior.

Can u be my bestfriend and BOSS??


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6. Exchange

Exchanging by giving something of valueto influence in return for something you

want.

7. Coalitions

Get someone else to persuade you to comply Use someone elses support as reason for you

to comply


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WHAT IS POWER?


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Power is: abilityto bring about changein

ones psychological environment.

Influence is the use of power to

bring about change


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2 Sources of Power

12

Position

Personal

Derived from

top management

Derived from the

follower basedon leaders behavior


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TYPE OFPOWER

Legitimate

PowerRewardPower

ReferentPower

ExpertPower

ResourcePower

CoercivePower

ConnectionPower


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Legitimate Power

Comes from appointed/elected

position

Most followers grant this to aleader

Example:


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Reward Power

Control of thingsvalued by followers

Based on exchange

relationship The power of give or

with hold rewards,such as bonuses,

promotion, salaryincreasing,recommandation.


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Coercive Power

Is based on fear

Bases its effectiveness on theability to administer

punishment or give negativereinforcements

A leader using often resorts

to punishment, reprimandsor dismissal.

It is also called the pressureinfluencing tactic.


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Information/Resources

Power Is based on the users datadesired by others.

Information power involvesaccess to vital information

and control over itsdistribution to other.

Distortion of informationincludes selective editing to

promote only your position,giving a biased interpretationof data and even presentingfalse information.


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Connection Power

Is based on the leaders

connections with influentialor important persons inside

or outside the organization. A leader who demonstrates

connection power induces

cooperation from others

because they wish to gainfavour or avoid the disfavour.


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Expert Power

Is based on the leaderspossession of expertise,skill and knowledge, whichthrough respect,influences others. A leaderwith expert power is seen

as possessing the expertiseto improve the workbehaviour for others.


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POWERPOLITIC

S

relationship

To increase power

RELATIONSHIP


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POLITICS

Process

Affects

Vary

Morepolitical

Gaining power

Using power

behavior

decision

Fromorganization to

organization

In larger

organization

If the level ofmanagement higher

INTERPRETATION


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POLITICS IS A MEDIUM OFEXCHANGED

POLITICS

System

AccomplishBuildingrelationship

To get what we want

Personal goal

Proffesional

goal

Help meetobjectives


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ANALOGY

MONEY POLITICS

InherentlyGOOD nor BAD

Medium ofEXCHANGED

In economy In organization

Tangible currencyPolitical behavior

ORGANIZATIONAL POLITICAL


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ORGANIZATIONAL POLITICALBEHAVIOR

NETWORKING

RECIPROCITY

COALITIONS

ORGANIZATIONAL POLITICAL


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ORGANIZATIONAL POLITICALBEHAVIOR

NETWORKING

RECIPROCITY

COALITIONS


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NETWORKING

ProcessDeveloping relationship

For the purpose of

socializing

politicking

ActivitiesManagers engage

Categorized into

Traditional management

communication

Human resourcemanagement

networking

Successful ManagersSpend around twice asmuch time networking as

average manager


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RECIPROCITY

Creatingobligations

Developingalliances

Use toaccomplishobjectives

Reciprocity

Builds TRUSTin relationship

TIPto increase chances of getting HELPfrom others

Use the word FAVOR

its persuade people to help you

Rote response to a favor requestYeah sure, what it is?

Always start with the phrase

Will you please do me a favor?


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GUIDELINES FOR DEVELOPING


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GUIDELINES FOR DEVELOPINGPOLITICAL 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


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NETWORKINGON THE JO

Key topromotion to

higher

management

Requires social

skills

Is about buildingprofessionalrelationships

and friendships

Difficult for womenNot called the good old bo

network for nothing

Most successful

approach

2/3 of all jobsWord of mouth

Informalreferrals

Results in more new jobs than all

other methods combined


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Perform a self-assessment and set goals

Create your one minute self sell

Develop your networkTHE

NETWORKINGPROCESS

Conduct networking interviews

Maintain your networking

P f S lf A t d S t G l


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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.


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Questions to stimulate conversation

- ask a question to encourage two-waycommunication. 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 contactwith whom you are talking. Practice delivering it

with family and friends and get feedback to

improve it.


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Develop Your Network

Begin with who you know

Expand to people you dont 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, dont 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


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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 clearthah you are not asking for a job. Dont 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. Thisenables you to quickly summarize your background andcareer direction.


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Ask prepared questions

- do your homework before the meeting and

compose a series of questions to ask during theinterview. Your questions should varydepending on your goal, the contact and how heor 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 onlyoffered one, ask for other. Leave a business cardand/ or resume so the person can contact you in

case something comes up.


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Ask your contacts how you might help them

- offer a copy of a recent journal article or anyadditional information that come up in yourconversation. Remember, its all about buildingrelationships, and making yourself a resource forother people

Followup

Send thank-you notes

Give status reports


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Maintain Your Network

-It is important to keep your network informed ofyour 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


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NEGOTIATION

( Perundingan )Kamus Dewan:

perhitungan, perkiraan, pertimbangan dan

perbicaraan (perkiraan) yang sungguh-sungguh lagi mendalam tentang sesuatu hal.

Kamus Oxford Advanced LearnersDictionary: discuss aimed at reaching anagreement


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Bussmann & Muller (1992) :

the communication process of a group ofagents 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 dalamkonflik yang rumit.

Definisi (Khusus)


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Definisi (Umum)

Perundingan merupakan aplikasi strategi

dan taktik untuk mengendalikan konfliksecara produktif

P P di


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Proses Perundingan

( Negotiation Process )

Perancangan awal( PLAN )

Proses Perundingan( NEGOTIATIONS )

Penangguhan( POSTPONEMENT )

Tidak Setuju(DISAGREEMENT)

Setuju(AGREEMENT)


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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)


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Proses Perundingan

( NEGOTIATIONS ) Develop rapport Keep it professional, never personal Let the other person to make the first offer Listen Ask questions Dont give in too quickly Never give something up for free

Ask for something in return


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Penangguhan( POSTPONEMENT )

When you are getting what you wantyou may try to create urgency

When other party is creating urgencydont be pressure into making a deal

If you do want to postponed

give a specific time you will be back


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Setuju

(AGREEMENT) Both sides should feel good about the

agreement Get it in writing Quit selling Start work on a personal relationship


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Setuju

(AGREE)

Tidak Setuju

(DISAGREEMENT)

Penangguhan

( POSTPONEMENT )

Stop bargaining and fulfill the agreement

Accept the impossiblecircumstances &maintain good

network

In the future cancreate better prospect

and develop newstrategy

Power,Politics, Networking&Negotiation

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