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WEEK 5: POWER, POLITICS, NETWORKING & NEGOTIATION - Coggle Diagram

- - - - derived from the follower based on leader's behaviour
    - - derived from top management
  - - - based on respect & personal relationship
      - earned respect increases referent power
      - being better liked increases referent power
      - being seen as a team player, dedicated & effective increase referent power
    - - comes from skill, expertise, knowledge
      - makes others dependent on the person with the power
    - - ability to punish or withhold rewards often used by peers to enforce norms
    - - comes from associating with influential people, political
    - - comes from appointed/elected position
      - most followers grant this to a leader
    - - control of things valued by followers
      - based on exchange relationship
    - - comes from control of data, information or other needed resources
- - - - word of mouth
      - informal referrals
  - - - volunteer work
      - referrals
  - - - send thank-you notes
      - give status reports
- - - - accept that agreement isn't possible
      - learn from the failure
      - ask the other party what you did right & wrong
      - analyse & plan for the next time
    - - both sides should feel good about the agreement
      - get it in writing
      - quit selling
      - start work on a personal relationship
  - - - may try to create a sense of urgency
  - - - lower limit
      - objective
      - opening
- - - - learn the organisational culture & power players
      - develop good working relationships especially with manager
      - be loyal, honest team player
      - gain recognition