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

Mergers and acquisition, M e rgers and Acquisition Mergers and acquis...

M e rgers and Acquisition Mergers and acquisitions (M and A) is a corporate finance strategy that helps companies to attain their objectives and financial goals. It involves

Documentary sources - source of data, Documentary Sources: Those  info...

Documentary Sources: Those  information which are contained  in  the published and unpublished documents, reports, statistics, manuscripts, letters, diaries  and so on, are gr

Document delivery service(dds), Document Delivery Service (DDS): Docum...

Document Delivery Service (DDS): Document Delivery Service is actually concerned with the supply of documents to the users on demand, either in original or its copy in print o

Disadvantages of ordering procedure, Disadvantages: When subscribed th...

Disadvantages: When subscribed through an agent, it will not be possible to correspond with the publishers regarding the missing issues of periodicals in the absence of detail

Mergers, M ergers Merger happens when two companies, mostly of the sam...

M ergers Merger happens when two companies, mostly of the same size, agree to go forward as a single new company in the best interest of both. The shareholders of the involved

Examples of good service and examples of bad service, Problem 1 Many su...

Problem 1 Many surveys have been carried out over recent years to try to evaluate why customers are lost. While the answers may vary by customer and organisation, survey after

Population - definition and concepts, Population is the entire aggregatio...

Population is the entire aggregation of  cases that meet the designated set of criteria. It  includes a complete set of persons or objects that possess same characteristics that

Specimen of a binding register - library management, Specimen of a Binding ...

Specimen of a Binding Register: Libraries keep a regular binding register or cards which carry all particulars of books sent for binding. This is required not only for maintai

Centralised purchasing, What are the characteristics of centralised purchas...

What are the characteristics of centralised purchasing?

History of quality management, H i story of quality management Earlie...

H i story of quality management Earlier limited products were made by skilled craftsmen who inspected and took pride in their work before selling it to their customer. Crafts

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