The influencing process begins with an objective. Ethical leadership, power, politics, etiquette, networking, and negotiating are used to motivate others to help reach the objective; and through trust and creating a win–win situation for all parties, the objective is met. Leadership is the process of influencing employees to work toward the achievement of objectives. So leadership is about getting people to do what the organization wants.

Motivation is the internal process leading to behavior to satisfy needs. Power is a person’s ability to influence others to do something they would not otherwise do. Politics is the process of getting and using power. Networking is the ongoing process of building interconnected relationships for the purpose of politicking and socializing. Negotiating is a process in which two or more parties have something the other wants and attempt to come to an exchange agreement.

Trust is the positive expectation that another will not take advantage of you. We can view leadership skills from the personal level within and outside organizations as they relate to your behavior, human relations, and performance. You begin with a need or something you want, so you set an objective. Often, you need other people to help you get what you want, so you have to motivate them to help you.

You use power, politics, and networking behavior to get others to help you meet your objective, and you, in turn, do favors for others in your network. So there is mutual influence. When others have something you want and you have something they want, you negotiate so you both meet your objectives—creating a win–win situation. But to get people to help you, you need to develop trust by using ethical behavior to get what you want.