Chapter 8: Finding and using negotiation power

Question 1

Why is power important to negotiators

Answer 1

Negotiators want to have advantage over the other party

Question 2

When do negotiators want to seek power during negotiations?

Answer 2

1.The negotiator believes he or she currently has less power than the other party.

2. The negotiator believes he or she needs more power than the other party.

Both positions see you assuming you are weaker

Question 3

What is a definition of power**

(list down perspectives on power)

(power over + power with)

Answer 3

(Power used to dominate and control the other–
“power over”**)

(Power used to work together with the other– “power with” – like in integrative negotiations**)

Question 4

What are some sources of power

• how people acquire power

Answer 4

• Informational sources of power
• Personal sources of power
• Power based on position in an organization  Legitimacy
  Resource control
• Relationship-based sources of power * Other sources of power

Question 5

What is information sources of power **

Answer 5

Information is the most common source of power

Can be used as an offensive tool**:
- Derived from the negotiator’s ability to assemble and organize data to support his or her position

Can be used as a defensive tool**:
- A tool to challenge the other party’s position or desired outcomes, or to undermine the effectiveness

Question 6

What are personal sources of power?

Answer 6

1. Cognitive Orientation
   - ideologies about power
2. Motivational orientation
   - specific motives to use power (fight some form of perceived injustice, care for nation)
3. Dispositional and character traits
   - inclination to co-operate or compete - stamina self confidence (power over), empathy, flexibility (power with)

• low skill=low power

4. Moral orientation
   - philosophical orientation to power use - moral identity and common good (good karma)

Question 7

What is power based in an organization (list 2)

Answer 7

Two major sources of power in an organization:
* Legitimate power which is grounded in the title, duties, and responsibilities of a job description and “level” within an organization hierarchy

• Power based on the control of resources associated with that position
• people who control resources have the capacity to give them to someone who will do what they want and withhold them

Question 8

What are examples of power based on resource control

Answer 8

 Money
 Supplies
Human capital
 Time
 Equipment
Critical services

Question 9

What is power based on relationships (list 3)

Answer 9

• Goal interdependence
   How parties view their goals – my goals are
  achievable only because the other party helps me
• Referent power
   Based on respect or admiration due to positive attributes
  Based on an appeal to common experiences, common past, common fate, or membership in the same groups.
• Networks
   Power is derived from whatever flows through that particular location in the structure (usually information and resources)

Question 10

What are some other sources of power (List 2)

Answer 10

• BATNAs
   An alternative deal that a negotiator might pursue if she or he does not come to agreement with the current other party – availability, viability, etc
• Knowledge of local culture
   System of assumptions, norms, values
   Often contains implicit “rules” about use of power  For instance, voicing openly vs backroom dealings