GROUP 5
CHAP 5: INFLUENCING: POWER, POLITICS, NETWORKING, AND NEGOTIATION
Managing and maintaining an organization requires a lot of experience and skills from the leaders. Because it not only
asserts their position but also is the driving force for general development. From the first chapter, we have learnt
leadership definition with 5 key elements. The essence of leadership is influencing, so the leader can have influenced
by gaining power, working well in organizational politics, networking, negotiating to climb the corporate ladder. Power
is the leader’s potential influence over followers. Power have the relationship with influencing tactics which is
acknowledged as the central to the effectiveness as leaders when attempting to influence others. Legitimization,
consultation, rational persuasion, ingratiation, exchange, pressure, coalitions, inspirational appeal, personal appeal
are the kinds of influencing tactics. There are 2 different sources of power, especially position power and personal
power. Regarding to position power, this is derived from top management as well as delegated down the chain of
command. A person who is in a management position has more potential power to influence than the others because
leadership and power go hand in hand. On the other hand, the personal power is used as a tool and derived from
followers, concurrently, based on leader’s behavior. These source of power also includes seven types of powers. The
first power is the legitimate power which is based on the user’s position of power such as using logical arguments with
factual evidence to persuade others. The second one is the reward power with important value is having control over
getting and allocating resources to the right people properly. Leaders can use the exchange influencing tactic by offering
some type of reward for dealing with higher-level managers. Thirdly, the coercive power involves punishment and
withholding of rewards to use in maintaining discipline and enforcing rules; however, it may be the only way to gain
compliance. The fourth is called the connection power as relationship of group members also uses to enforce group
norms. The next one, involving access to vital information and knowledge and control over its distribution to others, is
called the information power. Furthermore, the referent power is the personal appeals influencing tactic based on
loyalty and relationship. Thus, inspirational appeals generally work well with people whose behavior is more influenced
by emotions than logical thinking while the expert power, seem as the seventh power, makes other people dependent
on their expertise and knowledge. According to each type of power, the leaders should apply appropriate types of
influencing tactics to maintain and boots the job get done.
Organizational politics encompasses the nature itself, political behaviour and guidelines for developing political skills.
