BUS 50.3 Chapter 7 - Copy

BUS 50.3 Chapter 7 - Copy - CHAPTER SEVEN Finding and Using...

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CHAPTER SEVEN Finding and Using Negotiation Power
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Why Is Power Important to Negotiators? Seeking power in negotiation arises from one of two perceptions: 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 to increase the probability of a successful outcome.
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A Definition of Power “an individual has power in a given situation (situational power) to the degree that the individual can satisfy the purposes (goals, desires, or wants) that the individual is attempting to fulfill in that situation” Two perspectives on power: Power used to dominate and control the other– “power over” Power used to work together with the other–“power with”
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Sources of Power – How People Acquire Power Informational sources of power Personal sources of power Power based on position in an organization Relationship-based sources of power Contextual sources of power
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Informational Sources of Power Information is the most common source of power Derived from the negotiator’s ability to assemble and organize data to support his or her position, arguments, or desired outcomes A tool to challenge the other party’s position or desired outcomes, or to undermine the effectiveness
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