Learning Objectives

6.1 Explain differences between position power and personal power and ethics in influencing.
6.2 Discuss similarities and differences among the two sources and the seven types of power, and the use of influencing tactics.
6.3 Describe how money and politics have a similar use and define three political behaviors.
6.4 List and explain the steps in the networking process and two key things to do when negotiating.
6.5 List the steps in the negotiation process. p. 28
6.6 Describe four GLOBE dimensions used to understand differences in influencing behavior globally. p. 34