Sources of Power within an Organization

Success in any organization is going to be built on reciprocal relationships. Cooperation is needed in order for everyone to really succeed. When you need someone to cooperate with you, part of building a successful long-term relationship with them will involve sharing something of value with them.

Here are several examples of the sorts of things you can share, whether or not you directly manage the person in question:

• Inspiration. Explain why what you need is really the right thing to do. Most people want to do a good job and to contribute in a meaningful way.
• Resources. This may be money, or it may be access to equipment, expertise, or space that the other person would find useful.
• Learning opportunities. Technical people like to learn new skills.
• Faster response. Can you arrange for the something to be expedited for the other person?
• Information. Is there information the other person needs that you can share?
• Recognition. Thank you messages with the other person's boss cc'ed are free and very effective.
• Visibility. Is your task something that is being watched by higher-ups?
• Contacts. Can you introduce the other person to new, valuable contacts?
• Team membership. Everyone wants to be part of a successful team.
• Ownership. Can you provide an ownership opportunity to the other person?

Withholding any of the above is a negative currency you can use in negotiations. Try to avoid that. Positive interactions are more likely to get you the sort of cooperation you actually need.

The value of each of these items may be different from person to person. Try to select something that works for the person you are dealing with. Just because one particular currency is more valuable to you, that doesn’t mean that the other person feels the same way.