1. Leadership Theory, Application, Skill Development 1st Edition Robert N
Leadership Theory, Application, Skill Development 1st Edition Robert N. Lussier and Christopher F. Achua .
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Copyright © 2001 South-Western College Publishing

2. Power, Politics, and Negotiation
Chapter 9
Power, Politics, and
Negotiation
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3. Chapter 9 Learning Objectives
Influencing tactics are commonly used as initial requests.
Position VS personal power
Difference between legitimate, reward, coercive, and referent power.
Relationship of power and politics.
Similar use of money and politics.
Steps in negotiation process.
Relationship among: Negotiation, conflict, influencing tactics, power, politics.
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4. Influencing
The process of affecting other’s attitudes and behavior to achieve an objective.
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5. 3 Types of Influencing Process
This slide relates to XX-XX.
Instrumental
Compliance
Internalization
Identification
3 Types of
Influencing
Process
Summary Overview
XXXX
Major Title
Heading.
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6. Outcomes of Influence Attempts Include:
This slide relates to XX-XX.
Outcomes of
Influence
Attempts
Include:
Commitment
Summary Overview
XXXX
Major Title
Heading.
Compliance
Resistance
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7. Influencing Process and Outcomes
This slide relates to XX-XX.
Influencing Process
Outcome
Instrumental Compliance
Compliance
Summary Overview
XXXX
Major Title
Heading.
Internalization
Commitment
Identification
Commitment
Unsuccessful Influencing Process
Resistance
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8. 9 Influencing Tactics Rational Persuasion Inspirational Appeals
Use this space for overall reminders or special tips linked to the slide or occassion. Simply select this text and replace it with your own reminders.
Rational
Persuasion
Inspirational
Appeals
Pressure
Consultation
Legitimization
Ingratiation
Coalitions
Personal 9
Influencing
Tactics
Exchange
Summary
Heading. Text.
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9. 2 Sources of Power Position Personal Derived from top management
follower based
on leader’s behavior.
Personal
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10. Politics
The process of gaining and using power.
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11. 3 Common Political Behaviors
Networking
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Common
Political
Behaviors
Reciprocity
Summary
Heading. Text.
Coalitions
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12. Political Behavior Skill Development
Reciprocity
Coalitions
Learn the Organizational
Culture & Power Players
Develop Good Working Relationships
Be Loyal, Honest Team Player
Gain Recognition
Networking
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13. Negotiation Process Plan Agreement Close the deal Negotiations
No Agreement
Postponement
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