Chapter Seven Finding and Using Negotiation Power
Chapter Seven Finding and Using Negotiation Power
Chapter Seven Finding and Using Negotiation Power
CHAPTER SEVEN
A Definition of Power
• “an actor…has power in a given situation
(situational power) to the degree that he can
satisfy the purposes (goals, desires, or wants)
that he 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”
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
Power Based on
Position in an Organization
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
Power Based on
Resource Control
• People who control resources have the capacity to
give them to someone who will do what they want,
and withhold them (or take them away) from
someone who doesn’t do what they want.
Power Based on
Resource Control
• Some of the most important resources:
– Money
– Supplies
– Human capital
– Time
– Equipment
– Critical services
– Interpersonal support
An Organization Hierarchy
An Organizational Network
Liaison
Linking Pin
External Isolate
Environment
McGraw-Hill/Irwin ©2006 The McGraw-Hill Companies, Inc., All Rights Reserved
7-13
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