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Leadership: Power and Negotiation
Chapter 13
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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?
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Power The ability to influence the behavior of others and resist unwanted influence in return What made the leaders you named powerful, exactly?
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Types of Power
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Contingency Factors Leaders are better able to use their power to influence others when they have: Low substitutability High discretion High centrality High visibility
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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)
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Influence Tactics
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Response to Influence Tactics
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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
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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
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Organiz- ational Politics
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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
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Conflict Resolution
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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
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Negotiation Negotiation Stages Preparation Exchanging information
Bargaining Closing and commitment
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How Important are Power and Influence?
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