This week’s lecture is about influence, power, politics and negotiation. Influence is a process of affecting other’s attitudes and behavior to achieve an objective. There are 9 influencing tactics which are inspirational appeals, consultation, ingratiation, personal appeals, exchange, coalitions, legitimization, pressure and rational persuasion. There are 2 sources of power which are from position which derived from top management and from personal which derived from follower based on behavior of leader himself. Power also categorized into several type which are legitimate, reward, punishment, referent, expert, resource and connection. Politics is a process of gaining and using the power. Politics can be bad when for example gaining more advantages by plotting against other; politics can also be good when for example compete against other for the same goal. There are 3 political behavior which are developing relationship (networking), exchanging things (reciprocity) and temporary alliance to achieve an objective (coalitions).  Networking can be achieved by social, business card exchanged and follow-up. Next, negotiation is a work to reach an agreement between the parties, by the end of the negotiation, both parties should be happy to a same agreement. Negotiation process start with an ice-breaking like a tea, followed by negotiations and postponement.

In this week, I learn about use of power as leader. Power and politics may sound very negative to me but I learn that, there is actually good way to use power, practice politics and bad way to use power, practice politics. The good way actually develops the group and relationship.