Professional Documents
Culture Documents
CHAPTER SEVEN
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u Is Power Important to
Negotiators?
Seeking power in negotiation arises from one of
two perceptions:
e negotiator believes e or se currently
as tan te oter party
e negotiator believes e or se needs
tan te oter party
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A Definition of Power
[ an actor«as power in a given situation
(situational power) to te degree tat e can
satisfy te ! (goals, desires, or wants)
tat e is attempting to fulfill in tat situation´
[ wo perspectives on power:
± Power used to dominate and control te oter±
power over´
± Power used to work togeter wit te oter± power
wit´
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Sources of Power ±
How People Acquire Power
[ nformational sources of power
[ Personal sources of power
[ Power based on position in an organization
[ elationsip based sources of power
[ ontextual sources of power
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Power Based on
Position in an Organization
wo major sources of power in an organization:
[ egitimate power wic is grounded in te title,
duties, and responsibilities of a job description and
level´ witin an organization ierarcy
[ Power based on te control of resources associated
wit tat position
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Power Based on
Resource Control
[ People wo control resources ave te capacity to
give tem to someone wo will do wat tey want,
and witold tem (or take tem away) from
someone wo doesn¶t do wat tey want
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Power Based on
Resource Control
[ Some of te most important resources:
± oney
± Supplies
± Human capital
± ime
± Equipment
± ritical services
± nterpersonal support
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An Organization Hierarc
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An Organizational Network
iaison
inking Pin
External solate
Environment
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