Summary Chapter 7
Negotiation – Finding and using negotiation power
This chapter explains the nature of power in negotiation. "Power over’ suggests domination and coercion. "Power with" suggests collaboration and joint development of goals and objectives and is a critical to successful integrative negotiation.
There are four sources of power;
• Informational (information and expertise)
• Personal (psychological orientation, cognitive, motivational, moral, and dispositions)
• Position-based (legitimate power and resource and control)
• Relationship-based (goal interdependence and referent power)
• Contextual (availability of BATNAs, agents, culture)
Power can be elusive and fleeting in negotiation and is only the capacity to influence.
From my personal experience I believe power should be used wisely, that is, it is better to take a long-term view of a business relationship. Exercising power to gain a short-term advantage may become costly in terms of future cooperation and influence. A cost-effective negotiation outcome is usually a win-win outcome.
No comments:
Post a Comment