Beruflich Dokumente
Kultur Dokumente
Negotiation Power
Steven Bahari
Samuel Yonata
Ronald William
Anthony
Roimondus Adi
Pztrick Emilio
Understand
different
approaches to
understanding
power in
negotiations
and
why
power is critical to
negotiation
Explore different
Sourcesor bases of
power in
negotiation
Objective
Consider
different
strategic
approaches
for
negotiators
who have more power
and
For
dealing
with
others
who have more power
A Definition of Power
People have power if they have the ability to bring
about outcome they desire or the ability to get the
things done the way them to be done.
3 different strategic approaches to negotiation:
Interest
Right
Power
b.
c.
Motivational Orientation,
focuses on differences in individual
motivation is rooted more in needs
energizing elements, of the personality rather
than in indology
Moral Orintation,
there is a significant positive relationship
between peoples implisit ideals regarding
egalitarianism, a deep-scated belief in the
ideal of equality of power for all and there
willingness to share power with low-power
parties
Ligitimate power,
Drived from occupying on particular job, office, or
position in an organizational hierarchy
5. Equipment
2. Supplies
6. Critical Services
3. Human Capital
7. Interpersonal
Support
4. Time
Important !
1. Money
2. Supplies
3. Human Capital
4. Time
5. Equipment
6. Critical Services
7. Interpersonal support
Networks
Tie Strength
This is an indication of the strength or quality or relationship
with others. Strength of ties between individuals can be
determined by how often the parties interact, how long they
have know each others, how close the personal relationship is
with the other, how may different ways the two parties
interact with each other and how much reciprocity or
mutuality there is in the relationship so that is contributes
equally to the gift and take.
Tie Content
Content is the resources that passed along the tie with the
other person. This could be money or other resources,
information, support, emotion, and the like.
Network structure
While tie strength and content relate to an individual
relationship within a network, network structure, reverse
to the overall set of relationship within a social system.
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THANKS YOU