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Leadership:
Power and
Negotiation
Chapter 13
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13-2
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?
13-3
Power
• The
ability to influence the
behavior of others and resist
unwanted influence in return
๏ What made the leaders you named
powerful, exactly?
13-4
Types of Power
13-5
Contingency Factors
• Leaders
are better able to use their
power to influence others when they have:
๏ Low substitutability
๏ High discretion
๏ High centrality
๏ High visibility
13-6
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)
13-7
Influence Tactics
13-8
Response to Influence Tactics
13-9
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
13-10
Organizational
Politics
• Actions
by individuals that are
directed toward the goal of
furthering their own selfinterests
๏ 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
13-11
Organizational
Politics
13-12
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
13-13
Conflict Resolution
13-14
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
13-15
Negotiation
• Negotiation
Stages
๏ Preparation
๏ Exchanging information
๏ Bargaining
๏ Closing and commitment
13-16
How Important are Power
and Influence?
13-17