Bài giảng Strategic Management - Chapter 13: Leadership: Power and Negotiation

Leadership:Power andNegotiationChapter 13LeadershipThe use of power and influence to direct the activities of followers toward goal achievementWhen you think of “effective leaders”, who do you think of?PowerThe ability to influence the behavior of others and resist unwanted influence in returnWhat made the leaders you named powerful, exactly?Types of PowerContingency FactorsLeaders are better able to use their power to influence others when they have:Low substitutabilityHigh discretionHigh centralityHigh visibilityInfluenceThe use of an actual behavior that causes behavioral or attitudinal changes in othersMost frequently occurs downward (managers influencing employees) but can also be lateral (peers influencing peers) or upward (employees influencing managers)Influence TacticsResponse to Influence TacticsPower and Influence in ActionLeaders can use their power and influence in a number of ways, including:Navigating the political environment in the organizationResolving conficts within the organizationNegotiation within and between organizationsOrganizational PoliticsActions by individuals that are directed toward the goal of furthering their own self-interestsPolitical 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 objectivesOrganiz-ationalPoliticsConflict ResolutionThere are five different styles a leader can use when handling conflict, each of which is appropriate in different circumstancesThe five styles can be viewed as combinations of two separate factors: How assertive leaders want to be in pursuing their own goalsHow cooperative they are with regard to the concerns of othersConflict ResolutionNegotiationA process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferencesDistributive bargaining: win-lose style with fixed pie, zero sum conditionsIntegrative bargaining: win-win style utilizing mutual respect and problem solvingNegotiationNegotiation StagesPreparationExchanging informationBargainingClosing and commitmentHow Important are Powerand Influence?