Page 113 - DMGT519_Conflict Management and Negotiation Skills

Amit Kumar Sharma, Lovely Professional University Unit 5: Role of Power in Negotiation

Unit 5: Role of Power in Negotiation Notes

CONTENTS
Objectives
Introduction

5.1 Why is Power Important to Negotiators?
5.2 Power of Motivation
5.2.1 Nature of Power in Negotiations

5.3 Use of Power in Negotiation
5.4 Dealing with Others who have more Power
5.5 Summary
5.6 Keywords
5.7 Review Questions

5.8 Further Readings

Objectives

After studying this unit, you will be able to:

 Define and explain role of power in negotiation
 Discuss about concession Behavior
 State about source of power
 Discuss about power of motivation

Introduction

In a broad sense, people have power when they have “ability to bring about outcomes they
desire” or “the ability to get things done the way (they want) them to be done” (Salancik and
Pfeffer, 1977).

“The ability to do or act or accomplishing something”.
Power is at the root of negotiating success.

5.1 Why is Power Important to Negotiators?

Most negotiators believe that power is important in negotiation because it gives one negotiator
an advantage over the other party. Negotiators who have this advantage usually want to use it
to secure a greater share of the outcomes or achieve their preferred solution. Seeking power in
negotiation usually arises from one of two perceptions.
1. When the negotiator believes he or she currently has less power than the other party, the
other party already has some advantage that can and will be used, so he or she seeks
power to offset or counterbalance that advantage.

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