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

Need for several entries - catalogue entry, Need for Several Entries   ...

Need for Several Entries   A library catalogue can just meet any one type of user's approach like author approach, title approach, etc. We can also prepare catalogues, which ca

Binding and preservation work, BINDING AND PRESERVATION WORK: Preserva...

BINDING AND PRESERVATION WORK: Preservation and binding are those aspects of librarianship that have frequently been neglected. It is generally acknowledged that in the presen

Myths which people usually associate to knowledge management, QUESTION ...

QUESTION Federal Express: Turning expressed knowledge into profits ‘Before the emergence of the web, Federal Express developed and implemented an internal technology based syst

What is quorum, Question 1 What is quorum? How is it related to clustering...

Question 1 What is quorum? How is it related to clustering? Question 2 Explain round robin DNS. Discuss its efficiency Question 3 What is VMware server? How does i

Planning and organisation, PLANNING AND ORGANISATION: The major items ...

PLANNING AND ORGANISATION: The major items of work are classification and cataloguing. They are of a highly  technical nature and accuracy is the very essence of all technical

Businesses are exposed to scrutiny and criticisms, QUESTION 1 Why is it...

QUESTION 1 Why is it that businesses are increasingly exposed to scrutiny and criticisms? How can they cope with these? QUESTION 2 What are the implications for corpora

Translation service, Translation Service:   One of the constraints in t...

Translation Service:   One of the constraints in the flow of information is the language barrier. About half of world's literature is published in languages other than English

Forecasting, Forecasting Problem Discussion Questions 1. Develop a fo...

Forecasting Problem Discussion Questions 1. Develop a forecasting model, justifying its selection over other techniques, and project attendance through 2007. 2. What revenue

Forms and records - technical department, FORMS AND RECORDS: The Techn...

FORMS AND RECORDS: The Technical Department does not  have  to maintain any register unlike other departments, However, it has the use of other appropriate records, forms and

User groups and their specific needs- information behaviour, User Groups an...

User Groups and Their Specific Needs- Information behaviour: A User Groups and Their Specific Needs You will see in details, in Unit 5, Section 3.1, the different user groups

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