Today’s Agenda
Final Exam and Team Projects - Questions
Review of Power and Networks
Tech Park Negotiation – 4th Floor
BREAK
Key Concepts for Effective Negotiation
Next Week
Power & Networks - review
What are a managers major sources of power?
What are the main differences between cliques
and entrepreneurial networks? (Structure, managing them, contributions)
Leadership and Networks (next slide).

Transformational Leadership
Idealized influence (Leader Behavior)“She emphasizes the importance of our collective mission”
Idealized influence (Leader Attributes)“Her actions build my respect for her”Inspirational motivation“She articulates a compelling view of the future”
 Intellectual stimulation “She seeks different perspectives when solving problems”Individualized consideration“She spends time teaching and coaching”
Transactional Leadership
Contingent rewards“He expresses satisfaction when I do a good job”
Enforcing standards (Active management by exception)“He directs my attention toward failure to meet standard”
Crisis handling  (Passive Management by exception) “He intervenes when problems get serious”