2011-Power-Frames

2011-Power-Frames - The Role of Power in Negotiations The...

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The Role of Power in Negotiations
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The word power has had a bad connotation because most people associate the word with one side dominating or overpowering the other. Power is simply defined as : “ability to influence people or situations” With this definition, power is neither good nor bad. It is the abuse of power that is bad. Power significantly influences the outcome of a negotiation. However, if you have power and don’t use it, your power is of no value to you.
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1. Seldom does one side have all the power. 2. Power exists only to the point at which it is accepted or perceived . 3. Power relationships can change over time. 4. In relationships, the side with the least commitment generally holds the most power.
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Position Power Legitimate authority “Granted” by the organization Based on ability to influence through rewards, sanctions, or punishment Examples: Recognition Reward Coercion Personal Power “Earned” by the individual Based on ability to influence through relationships Examples: Referent Connection Information Expertise
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1. Acquire more power Here are some additional sources of negotiation
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This note was uploaded on 11/21/2011 for the course BUS 432 taught by Professor Earlhill during the Fall '11 term at Emory.

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2011-Power-Frames - The Role of Power in Negotiations The...

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