Influencing

Process of affecting other's attitudes and behavior to achieve an objective


Influencing Tactics

  1. Inspirational appeals
  2. Consultation
  3. Ingratiation
  4. Personal appeals
  5. Exchange
  6. Coalitions
  7. Legitimization
  8. Pressure
  9. Rational Persuasion


Power

Power are source from position and personal. Position is derived from top management while personal is derived from follower based on behavior of leader himself.


Type of Power

  1. Legal/Legitimate
  2. Reward
  3. Coercive/Punishment
  4. Referent
  5. Expert
  6. Information/Resource
  7. Connection


Politics

Process of gaining and using power. Politics is neither good nor bad


Political Behavior

  • Networking - developing relationship
  • Reciprocity - exchanging things for mutual benefits
  • Coalitions - temporary alliance to achieve an objective


Networking

Networking is building of professional relationship and friendship. It can be achieved by social, business card exchanged and follow-up.


Negotiation

Negotiation is a work to reach an agreement between the parties. Both parties should be happy on an agreement by the end of negotiation.