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

Describe importance of information to top management, Question 1: (a). ...

Question 1: (a). Outline the major elements which make up the i) Macro (External) environment. ii) Micro (Internal) environment. (b). Discuss five methods that can be use

Catalogue entry, Catalogue Entry   In the case of a library catalogue y...

Catalogue Entry   In the case of a library catalogue you are providing information about a document that exists in the library. This means you are preparing an entry for the do

Tangible and intangible accomplishments which the erp brings, QUESTION ...

QUESTION Suppose you are the Chief Information Officer (CIO) of a multi-national organization and you are making a case to the organization's management for the implementation

Discuss the sq3r technique of reading, Question 1 What do you mean by b...

Question 1 What do you mean by barriers of communication? Explain different types of barriers to communication 2 Explain the different types of listening 3 Discuss the SQ

Facilitating centres/services, Facilitating Centres/Services  Traditio...

Facilitating Centres/Services  Traditionally, only libraries functioned as facilitators, but over a period of time, several other specialized facilitating services have come i

Write a sort note on swot analysis, Question 1 Explain any five common ent...

Question 1 Explain any five common entrepreneurial traits Question 2 Write a sort note on SWOT analysis Question 3 Explain any five sources from which an entrepren

Choice of the tps by the consultant firm, Question: A textile manufactu...

Question: A textile manufacturing company would like to implement a system for managing its production. The company does not have any in-house IT staff and has outsourced the c

Quality control tools, Q uality control tools Most of the quality cont...

Q uality control tools Most of the quality control tools are usually available to the project team. The Quality control methods are ways of checking. It may involve the applic

Discuss importance of using personal protective equipment, Question 1: ...

Question 1: Heat and noise are important factors for productive work inside the work premises. Describe, in details, how you would control these factors at the workplace to inc

Reference sources and books, THE REFERENCE SOURCES/ BOOKS: A basic qu...

THE REFERENCE SOURCES/ BOOKS: A basic question arises then when we start discussing reference books, that is what books and other materials a reference library should stock an

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