power - negotiations

8/9/2019 Power - negotiations

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McGraw- 2006 The McGraw-Hill

CHAPTER SEVEN

Finding and Using

Negotiation Power


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Why Is Power Important to

Negotiators?

%ee&in! power in ne!o"ia"ion arises 'rom one o'

"wo percep"ions(1. The ne!o"ia"or )elie#es he or she c*rren"l+

has less power"han "he o"her par"+.

2. The ne!o"ia"or )elie#es he or she nee$s morepower "han "he o"her par"+.


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A e!inition o! Power

an ac"orhas power in a !i#en si"*a"ion

si"*a"ional power "o "he $e!ree "ha" he can

sa"is'+ "hepurposes!oals, $esires, or wan"s

"ha" he is a""emp"in! "o '*l'ill in "ha" si"*a"ion Two perspec"i#es on power(

3 4ower *se$ "o $omina"e an$ con"rol "he o"her3

power o#er

3 4ower *se$ "o wor& "o!e"her wi"h "he o"her3power

wi"h


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So"r#es o! Power $

How Peop%e A#&"ire Power

In'orma"ional so*rces o' power

4ersonal so*rces o' power 4ower )ase$ on posi"ion in an or!ania"ion

ela"ionship-)ase$ so*rces o' power

Con"e"*al so*rces o' power


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In!ormationa% So"r#es o! Power

In'orma"ion is "he mos" common so*rce o'

power3

9eri#e$ 'rom "he ne!o"ia"or:s a)ili"+ "o assem)le an$or!anie $a"a "o s*ppor" his or her posi"ion, ar!*men"s, or

$esire$ o*"comes

3 A "ool "o challen!e "he o"her par"+:s posi"ion or $esire$

o*"comes, or "o *n$ermine "he e''ec"i#eness o' "he o"her:s

ne!o"ia"in! ar!*men"s


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Power 'ased on Persona%ity

and Indi(id"a% i!!eren#es

4ersonal orien"a"ion

Co!ni"i#e orien"a"ion3 I$eolo!ies a)o*" power

Mo"i#a"ional orien"a"ion3 %peci'ic mo"i#es "o *se power

9isposi"ion an$ s&ills3 ;rien"a"ion "o coopera"ion/compe"i"ion Moral orien"a"ion

3 4hilosophical orien"a"ion "o power *se


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Power 'ased on

Position in an )rgani*ation

Two ma


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Power 'ased on

Reso"r#e Contro%

4eople who con"rol reso*rces ha#e "he capaci"+ "o

!i#e "hem "o someone who will $o wha" "he+ wan",

an$ wi"hhol$ "hem or "a&e "hem awa+ 'rom

someone who $oesn:" $o wha" "he+ wan".


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Power 'ased on

Reso"r#e Contro%

%ome o' "he mos" impor"an" reso*rces(3 Mone+

3 %*pplies3 H*man capi"al

3 Time

3 @*ipmen"

3 Cri"ical ser#ices3 In"erpersonal s*ppor"


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Power 'ased on Re%ationships

Goal in"er$epen$ence3 How par"ies #iew "heir !oals

e'eren" power3 Base$ on an appeal "o common eperiences, common pas",common 'a"e, or mem)ership in "he same !ro*ps.

e"wor&s3 4ower is $eri#e$ 'rom wha"e#er 'lows "hro*!h "ha"

par"ic*lar loca"ion in "he s"r*c"*re *s*all+ in'orma"ion an$reso*rces


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An )rgani*ation Hierar#hy


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An )rgani*ationa% Networ+

Ga"e&eeper

%"ar Isola"e$ 9+a$

=iaison

Isola"e

=in&in! 4in@"ernal@n#ironmen"


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De+ aspec"s o' ne"wor&s(3 Tie s"ren!"h

An in$ica"ion o' "he s"ren!"h or *ali"+ o' rela"ionships wi"h o"hers

3 Tie con"en" The reso*rce "ha" passes alon! "he "ie wi"h "he o"her person

3e"wor& s"r*c"*re

The o#erall se" o' rela"ionships wi"hin a social s+s"em


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Aspec"s o' ne"wor& s"r*c"*re "ha" $e"ermine

power incl*$e( Cen"rali"+

Cri"icali"+ an$ rele#ance

Elei)ili"+

Fisi)ili"+

Coali"ions


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Conte,t"a% So"r#es o! Power

4ower is )ase$ in "he con"e", si"*a"ion or

en#ironmen" in which ne!o"ia"ions "a&e place. BATAs

3 An al"erna"i#e $eal "ha" a ne!o"ia"or mi!h" p*rs*e i' she or he $oes no"

come "o a!reemen" wi"h "he c*rren" o"her par"+

C*l"*re

3 ;'"en con"ains implici" r*les a)o*" *se o' power

A!en"s, cons"i"*encies an$ e"ernal a*$iences


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ea%ing with )thers

Who Ha(e -ore Power

e#er $o an all-or-no"hin! $eal

Ma&e "he o"her par"+ smaller

Ma&e +o*rsel' )i!!er B*il$ momen"*m "hro*!h $oin! $eals in se*ence

se "he power o' compe"i"ion "o le#era!e power

Cons"rain +o*rsel' Goo$ in'orma"ion is alwa+s a so*rce o' power

9o wha" +o* can "o mana!e "he process

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