N07 : Finding and using negotiation power

BA370

Negotiation Chapter 07 : Finding and using negotiation power

This chapter focuses on leverage in negotiation. By leverage, we mean the tools negotiators can use to give themselves and advantage or increase the probability of achieving their objective. Leverage is often used synonymously with power.

Most negotiators believe that power is important in negotiation, because it gives one negotiator an advantage over the other party. Negotiators who have this advantage usually want to use it to secure a negotiation usually arises from one of two perception:

1. The negotiator believes he or she currently has less leverage than the other parties, so he or she seek power to offset or counterbalance that advantage.

2. The negotiator believes he or she needs more leverage than the other party to increase the probability of securing a desired outcome.

There are five major sources of power :

·         Informational sources of power

·         Personal sources of power

·         Position-based sources of power

·         Relationship-based power

·         Contextual sources of power

Question 1: What are the 5 major powers and explain them?

Answer: -Expert Power- unique, in-depth information about a subject.

-Reward power- rewarding others

-Coercive power-punish others

-legitimate power-people who hold a title in a office

-Referent power- respect or admiration one commands

                               

Question 2: Explain Information sources of power?

Answer: -its the most common source of power

--assemble and organize facts and data to support his or her position, arguments or desired outcome.

-information needs to be 100% accurate.

(expert power)

Question 3: What is moral orientation?

Answer: A deep-seated belief in the ideal of equality of power for all- and their willingness to share power with low power parties.