Power of Negotiation - Power Based on Relationships

Power Based On Relationships:

1- Goal Interdependence

How the parties view their goals ¬¬¬¬¬¬¬¬¬¬¬¬- and how much achievement of their goal depends on the behavior of the other party - has a strong impact on how likely

Parties will be to constructively use power.

2-Referent Power:

As defined earlier, referent power is derived from the respect or admiration one

Commands because of attributes like personality, integrity.

Referent power is often based on an appeal to common experiences, common fate,

or membership in the same groups.

Thus, a negotiator might start getting to know the other in order to discover

Commonalities (home town, college, favorite sports team, political perspective)

That, when discovered, will hopefully create a bond between the parties that will

Facilitate agreement. Negative referent power is often used, particularly when

Parties seek to create distance or division between themselves and others or to

Label the other.

3-Networks:

Understanding power in this way is derived from conceptualizing organizations

and their functioning not as a hierarchy, but as a network of interrelationships.

Tie strength

This is an indication of the strength or quality of relationships with others.

Quality might be measured by how close you are how much personal information

You share with the other. Strength of ties can be determined by how often the

Parties interact, how long they have known each other, how intimate one is with

the other.

Tie content

Content is the resource that passes along the tie with the other person.

Network structure

Refers to the overall set of relationships within a social system ( e.g.a workplace,

Department, school,