Power positions in negotiations, Other Management

Assignment Help:

Power positions in negotiations

Power is simply the ability to influence another person or organisation. X has power over Y if X can get Y to do things that directly benefit X.  We classify the sources of power as follows: 

  • Informational power: This comes from access to facts, data and other arguements. This power relies more on persuasion. 
  • Reward power: Here,  the party is in a position to offer to the second party something that the second party considers a reward. For example: award of a large value contract by the first party. One drawback of this power is that the second party may get conditioned to rewards. 
  • Coercive power:  If A can give something to B, A can also take away something from B. One fall out of this power is that this can lead to retaliation from B when the power structure shifts. Hence, prior to using this power, the buyer must consider the willingness of the supplier to comply. 
  • Legitimate power: This power stems from the position held by the party for example ministers, political office holders and prominent companies. This power relies more on persuasion. 
  • Expert power: This power stems from the expertise of a person. Non-experts will not challenge an expert in the subject. This power also relies more on persuasion. 
  • Referent power: This stems from the personal qualities and attributes of an individual, such as honesty, charisma, friendliness, sensitivity can be strong sources of power. This power can be used when referent is aware that a counterpart has an attraction to the referent.  

Related Discussions:- Power positions in negotiations

Negotiations , Negotiations  One of the most important activities perfo...

Negotiations  One of the most important activities performed by the supply managers is to negotiate agreements or contracts with the suppliers. Although supply management is de

What is the maximum usable frequency for the path, Question: (a) A HF ...

Question: (a) A HF digital radio data link operates over a distance of 1000 km. Depending on transmission frequency, reflection can occur from the F2 region of the ionospher

Describe why planning is vital in preparing a daily plan, QUESTION 1 Ca...

QUESTION 1 Caring for differences in Early Childhood Centres has become very important. Briefly explain why QUESTION 2 Briefly describe why planning is important even i

Characteristic of integrated solid waste management, Q. Does fca acquire in...

Q. Does fca acquire into account all characteristic of integrated solid waste management? Yes. FCA is in relation to know all the actions that communities begin in their solid

Linear programming, a company makes two types of sofas, regula and long, at...

a company makes two types of sofas, regula and long, at two locations, one in hickory and one in lenoir. the plant in hickory has a daily operating budget of

Collection and storage of documents, Collection and Storage of Documents: ...

Collection and Storage of Documents: From the dawn of civilisation man has recognised the need for collecting and preserving the records of human thought. Books and other grap

Information analysis - value of information services, Information Analysis:...

Information Analysis: Centres An Information Analysis Centre (IAC) has been defined as an organization which indexes, abstracts, translates, reviews, synthesizes, and evaluate

Forcast demand, A firm uses simple exponential smoothing with à=0.1 to forc...

A firm uses simple exponential smoothing with à=0.1 to forcast demand.the forecast for first week of february was 500units whereas actual demand turned out to be 450units....1.for

Has fca be efficient in addressing privatization questions, Q. Has FCA be e...

Q. Has FCA be efficient in addressing privatization questions? Ans. Yes. Greensboro, North Carolina, faced this issue, and FCA was instrumental in trade with it. When the

Do''s and don''ts while conducting a negotiation, Some detailed important d...

Some detailed important do's and don'ts while conducting negotiations are given hereunder.  Do's:  Know your authority as a negotiator and that of your counterpart.

Write Your Message!

Captcha
Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd