W6 Organizational behavior- Leadership: Negotiating power

Power

Power is the capacity to influence others and control resources in an organizational setting.

Relational Power

Power is relational - It depends on interactions between people.

Situational Power

Power is situational - It shifts based on context.

Nature of Power

Power is neither inherently good nor bad - It depends on how it's used.

Influence

Power is about influence, not just authority.

Legitimate Power

Power from a formal position or authority. (CEO, manager, team leader)

Reward Power

Control over valued rewards and incentives. (Bonuses, promotions, perks)

Coercive Power

Ability to punish or impose consequences.(Disciplinary actions, firing)

Expert Power

Based on knowledge, skills, or expertise. (Subject matter experts, IT professionals)

Referent Power

Influence based on admiration or charisma. (Influential leaders, role models)

Influence Tactics- Rational Persuasion

Using logic, facts, and data.

Influence Tactics- Inspirational Appeals

Appealing to emotions, values, or ideals.

Influence Tactics- Consultation

Seeking participation and buy-in.

Influence Tactics- Ingratiation

Using flattery or praise.

Influence Tactics- Personal Appeals

Asking based on friendship or loyalty.

Influence Tactics- Exchange

Offering favors or resources in return.

Influence Tactics- Coalition Tactics

Gaining support from others to persuade someone.

Influence Tactics- Pressure

Using threats or demands.

Influence Tactics- Legitimacy

Using authority or formal rules.

Organizational Politics

Organizational politics refers to actions taken to gain and use power within a workplace.

Political Behavior

Includes self-promotion, building alliances, controlling information, and lobbying for personal gain.

Political Skill in Leadership

Leaders with strong political skills are better at managing power and influence.

Key Traits of Politically Skilled Leaders: Social Astuteness

Understanding others' behaviors and motivations.

Key Traits of Politically Skilled Leaders: Interpersonal Influence

Adapting influence tactics to different situations.

Key Traits of Politically Skilled Leaders: Networking Ability

Building strong connections.

Key Traits of Politically Skilled Leaders: Apparent Sincerity

Appearing genuine and honest.

Ethical Power Use

Transparency, fairness, shared decision-making.

Unethical Power Use

Manipulation, coercion, deceit.

Negotiation

The process of reaching an agreement between two or more parties with different interests.

Effective Negotiation: Preparation & Planning

Define goals, research the other party.

Effective Negotiation: Definition of Ground Rules

Set guidelines for the discussion.

Effective Negotiation: Clarification & Justification

Exchange information and clarify positions.

Types of Negotiation: Distributive Bargaining

Win-lose negotiation (one side gains, the other loses).

Types of Negotiation: Integrative Bargaining

Win-win negotiation (both sides benefit).

Effective Negotiation: Closure & Implementation

Finalize the agreement.

How to ensure ethical leadership

Promote transparency. Encourage accountability. Set ethical role models.

Bargaining & Problem-Solving:

Present proposals and make concessions.

Closure & Implementation:

: Finalize the agreement