Leadership: Power and Negotiation Chapter 13

Leadership The use of power and influence to direct the activities of followers toward goal achievement When you think of “effective leaders”, who do you think of?

Power The ability to influence the behavior of others and resist unwanted influence in return What made the leaders you named powerful, exactly?

Types of Power

Contingency Factors Leaders are better able to use their power to influence others when they have: Low substitutability High discretion High centrality High visibility

Influence The use of an actual behavior that causes behavioral or attitudinal changes in others Most frequently occurs downward (managers influencing employees) but can also be lateral (peers influencing peers) or upward (employees influencing managers)

Influence Tactics

Response to Influence Tactics

Power and Influence in Action Leaders can use their power and influence in a number of ways, including: Navigating the political environment in the organization Resolving conficts within the organization Negotiation within and between organizations

Organizational Politics Actions by individuals that are directed toward the goal of furthering their own self- interests Political skill is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives

Organiz- ational Politics

Conflict Resolution There are five different styles a leader can use when handling conflict, each of which is appropriate in different circumstances The five styles can be viewed as combinations of two separate factors: How assertive leaders want to be in pursuing their own goals How cooperative they are with regard to the concerns of others

Conflict Resolution

Negotiation A process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences Distributive bargaining: win- lose style with fixed pie, zero sum conditions Integrative bargaining: win-win style utilizing mutual respect and problem solving

Negotiation Negotiation Stages Preparation Exchanging information Bargaining Closing and commitment

How Important are Power and Influence?