Influencing: Power, Politics, Networking, and Negotiation

Learning Outcomes

After studying this chapter, you should be able to:

1. Explain the differences between position power and personal power. p. 110

2. Discuss the differences among legitimate, reward, coercive, and referent

power. p. 111

3. Discuss how power and politics are related. p. 121

4. Describe how money and politics have a similar use. p. 122

5. List and explain the steps in the networking process. p. 128

6. List the steps in the negotiation process. p. 135

7. Explain the relationships among negotiation and conflict, influencing tactics,

power, and politics. p. 135

8. Define the following key terms (in order of appearance in the chapter):

power

legitimate power

reward power

coercive power

referent power

expert power

information power

connection power

politics

networking

reciprocity

one-minute self-sell

negotiating