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

Identify main characteristics of a successful event, Question : (a) Des...

Question : (a) Describe what you understand by the term ‘events'? Identify the main types and categories of events supporting your answer with examples. (b) (i) Identify

Analyze the crisis scenario, In 2000, various instances were reported in wh...

In 2000, various instances were reported in which Ford owners with Firestone tyres were experiencing tyre blowouts ultimately causing around 150 deaths and over 500 serious injuri

Locus of control, Locus of Control Many people see themselves as very m...

Locus of Control Many people see themselves as very much in control of their lives. From them some see themselves as not being in control of the events which is happening aroun

Human resource development , HUMAN RESOURCE DEVELOPMENT  OBJECTIVES ...

HUMAN RESOURCE DEVELOPMENT  OBJECTIVES Human resources constitute the most important of all resources of any organization. Attention to managing and modulating this resource

Library furniture in physical planning of library , LIBRARY FURNITURE IN PH...

LIBRARY FURNITURE IN PHYSICAL PLANNING OF LIBRARY IN LIBRARY MANAGEMENT Just as a library  building is a specialised structure with specific functions, the furniture for  a li

Objectives of syringe management, 1) Provide free syringes in 100% of healt...

1) Provide free syringes in 100% of health centers/pharmacies within the Maribyrnong city by June 2011. 2) Install 50 safe disposal containers only for syringes in all the Marib

Six sigma - cynics view, Six Sigma - Cynics view The Six Sigma has take...

Six Sigma - Cynics view The Six Sigma has taken on the life of its own. The cynics might see it as "the next big thing" which will fade as soon as the new buzzword will come al

Production process , Production Process  Let us begin our discussion wi...

Production Process  Let us begin our discussion with the production process.  The production process for any project begins soon after the research and development department f

Define personality, QUESTION (A) Define personality (B) Explain, wit...

QUESTION (A) Define personality (B) Explain, with example, the structure of personality according to the psychoanalytic theory (C) Defense mechanisms are unconscious stra

Contract close-out, C ontract  close-out:   Contract  close-out  be...

C ontract  close-out:   Contract  close-out  begins  with  checking  for physical completion, i.e., whether all services have been performed and products delivered. Closeout

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