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

Flexibility in contracts, Flexibility in contracts In the "1? and "2? m...

Flexibility in contracts In the "1? and "2? modes, the single entity is the Lump Sum Turnkey Contract (LSTK), EPC contractor and the D-B contractor respectively. In both these

Checking with the catalogue - library classification, Checking with the cat...

Checking with the catalogue: The individual classifier  who is allotted a  set of documents for processing will first  check  each item in the set with the library catalogue.

Public documentation/information centres, Public documentation/information ...

Public documentation/information centres: Established from public funds, these may not be self- supporting financially. In developing countries, documentation and information

North american free trade agreement (nafta), North American Free T r...

North American Free T rade Agreement (NAFTA) It is a multilateral accord among the United States, Canada, and Mexico.  It is also preferred to as the (NAFTZ) North

Possible challenges and dark-side of an e-pms, "The use of technology in pe...

"The use of technology in performance management has the potential to increase productivity and enhance competitiveness. We believe that appraisal satisfaction is a key concept tha

Explain the philosophy behind quality management system, Question 1: (a...

Question 1: (a) Explain the basic philosophy behind quality management systems such as those specified in ISO 9000:2000 series. (b) Discuss how an effective quality manageme

Describe the guidelines of change management, Question 1 Define strategic ...

Question 1 Define strategic quality management. Describe the elements of strategic quality management Question 2 Explain the types, advantages and drawbacks of qualitative re

Literature search sources, Use of the library: The researcher plans  to  ...

Use of the library: The researcher plans  to  concentrate the efforts on identifying information on  a specific topic. If you  are unfamiliar with a particular library get acquain

Introduction to quality, Definition of Quality Quality  can  be  simply...

Definition of Quality Quality  can  be  simply  defined  as  the  measure  of  excellence.  When  a product is manufactured, the customer always looks for its quality, features

What is meant by organisational change, Question 1 Explain the importance ...

Question 1 Explain the importance of Organisational development to managers. Describe the characteristics of Organisational Development Question 2 What is meant by Organisati

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