1. Leadership: Power and Negotiation
Chapter 13

3. 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?

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

5. Types of Power

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

7. 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)

8. Influence Tactics

9. Response to Influence Tactics

10. 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

11. 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

12. Organiz- ational Politics

13. 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

14. Conflict Resolution

15. 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

16. Negotiation Negotiation Stages Preparation Exchanging information
Bargaining
Closing and commitment

17. How Important are Power and Influence?