N07: Finding and Using Negotiation Power

SUMMARY CHAPTER

N07: Finding and Using Negotiation Power

In this chapter, we discussed the nature of power in negotiation. There is a great tendency to see and define power as the former, but we have discussed in this chapter and our view of the negotiation strategies. Here are five major source of power: Information source of power (information and expertise power), Personality and individual differences (psychological orientation, cognitive orientation, motivation orientation, dispositions and skills, moral orientation).Position-based sources of power (legitimate power, resource control).Relationship-based power (goal interdependence, referent power). Contextual power(availability of BATNAS, organizational, national culture, availability of agents, constituencies who can directly or indirectly affect the outcomes of the negotiation).