Subordinates Perspective

1
Exercising Influence in Salary Negotiations

• Subordinates Perspective
• Supervisors Perspective
• How do Managers Become Influential?

2
Research shows..

• Those who are trying to influence supervisors
• Present a rational explanation
• Do Quantitative analysis, document w/data
• Has an equal chance of success failure
• Tell, argue or talk w/out support
• Usually failed
• Present a complete plan
• Being persistent
• Used in combination w/another strategy

3
Research shows..

• Those who are trying to influence subordinates
• Show confidence and support
• Delegate duties, guidelines goals
• Present a rational explanation

4
Research Conclusions

• No one tactic is better than another
• Combination of tactics are better
• When influencing subordinates, people try
  positive tactics first, and then use negative
  tactics
• More wider variety of approaches are used in
  downward influence attempts

5
How to Become Influential?

• Choose correct combination of influence tactics
  for the objective and for the target to be
  influenced
• Communicate influence tactics effectively

6
How to Become Influential?

• Choose correct combination of influence tactics
• Based on target objective
• More approaches were used on subordinates
• Combination of tactics is more successful
• Use rational explanations, parallel examples,
  support of others,
• Time influence attempts
• Be persistent repetitive

7
How to Become Influential?

• Communicate influence tactics effectively
• Implement with sensitivity flexibility
• Know the needs, values of targets
• Present influence attempts based on target
• Listen appreciate more when dealing w/upward or
  lateral targets
• See hear more, be flexible in behavior
  depending on person
• Face-face, group meetings, memos

8
Exercising Influence in Salary Negotiations

• Subordinates Perspective
• Supervisors Perspective
• How do Managers Become Influential?