Sources of Power in Negotiations - Edubirdie

University:
Massachusetts Institute of Technology
Course:
15.992 | S-Lab: Laboratory for Sustainable Business
Academic year:

2023
Views:

136

Pages:

12
Author:

Madyson Bernard

Sources of Power in Negotiations Positional Power or the Power of Legitimate Authority z “You do what I say because I’m the boss that’s why!” z “Like it or not - that’s the law.” Sources of Power in Negotiations Rewards z “He bought his way in...” z “Do whatever he says - you’ll be glad you did.” Sources of Power in Negotiations Sanctions z “She said she would just sue me...” z “If you continue to make these mistakes - at very least it means a demotion.” Sources of Power in Negotiations Force z “I will get you…and your children, if you continue…” z “This assignment isn’t safe for a woman - we can’t send you there.” Sources of Power in Negotiations Information z “He was able to get us the information we needed about what our competition is planning for the next year.” z “You think you’re being paid fairly? Let me tell you what others are making.” Sources of Power in Negotiations Expertise z “She is the most important employee here - she is the only person who really knows how the data system works.” z “I don’t care if there’s a hiring freeze. Get me someone who knows about interoperability.” Sources of Power in Negotiations An Elegant Solution z “We were completely stymied. He walked in here with a magic wand - he fit together all the pieces of the puzzle and found us a workable answer that helps everyone at least a little and saves face for everyone.” Sources of Power in Negotiations Charisma - referent authority - moral authority z “People would just stop what they were doing and watch him and listen to him and do their best to support whatever he wanted done.” z “It was scary. But I got to my feet and said, ‘You must stop this.’ And he did.” Sources of Power in Negotiations Commitment z “She just never gave up. She camped outside his office night and day until finally he had to listen.” z “We will go to the mat on this one - let there be no mistake. It’s this or a strike.” Sources of Power in Negotiations Relationship - power gained or power lost z “Friends come and go - enemies accumulate forever.” z “I know her and she is the only person I will deal with on this matter.” Sources of Power in Negotiations BATNA - the best alternative to a negotiated agreement z “They had all the time in the world and lots of other customers - they did not need us.” z “The worst that can happen is that I will just go back where I came from. I might even like that.”

Related Documents

Sources of Power in Negotiations

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