they enter into agreements with any other party to ensure that the other party will follow throughLiking and infuence- People tend to be infuenced more by those that they like- If your attude is one of genuinely liking your audience you seem to be more infuental- Liking also seems to stem from giving genuine compliments to an audience- Receiving a compliment may produce feelings of indebtness towards the faterer, the target of the compliment may feel the need to reciprocate with some form of prosocial behaviour in return- Compliments provide a reinforcing experience that leads people to be motvated to maintain or contnue to develop their relatonship with the requestorInfuence of groups- Presenter can indicate that everyone else takes a certain acton then the audience seems to take more interest- People seem to be infuenced if everyone else is doing it and has had success with itThe Bales sequence- If a negotator provides a certain sequence of questons and answers it would appear to present a logical sequence that will cause the other side to be swayed towards the logic providedRepettve summaries- Suggested that negotators, managers and chairpersons use frequent summaries of proceedings to their advantage- The audience is involved in the following ways- The negotators would queston everyone on the informaton available to them and then summarise that informaton- This will be followed by them asking questons about their opinions and summarising those opinions- They then ask the audience what suggestons they may have in handling the situaton anthose suggestons will be summarisedDownloaded by Shaun Mlangeni ([email protected])lOMoARcPSD|3347332
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Chapter 6Deploying Power- Every interacton in every social relatonship involves an exercise of some type of power- Power is the ability to get things done the way you want them done- A person or group cannot have power in isolaton, power has to be deployed in relaton to some other person or group- Parity of power- The percepton by one party that the other side possesses the ability to counter any form of power with a similar or diferent form of power that would surrender the further escalaton of power useless- Refers to the balance in power deployment- Key factor in the efectveness of a successful negotatorSources of Power in Negotaton- Power in negotaton is the infuence negotators can assemble to give themselves an advantage or increase the probability of achieving their objectves- 5 sources of a leaders powerPositon power- Ability to infuence due to positon, A person at a higher level has power over those below- If subordinate view the use of power as legitmate, they comply- Positon power is the foundaton of most of our social structures- Several ways to acquire positon power- May be acquired by birth- May be acquired by electon- Can be awarded in the manner of a positon- Can be acquired to obtain a legitmate ttle- Can be acquired through the ability to control rewards
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