Page 122 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes Referent power: derived from the respect or admiration one commands because of attributes
like personality, integrity, interpersonal style, and the like. . A is said to have referent power
over B to the extent that B identifies with or wants to be closely associated with A.
Reward power: derived by being able to reward others for doing what needs to be done.
Socialised Power: Here the power is used as an instrument for the common good, on behalf of
the whole organization, many times for almost altruistic purpose.

5.7 Review Questions

1. Define role of power in negotiation.
2. Why is power important to negotiators?
3. What do you know about power of motivation?
4. Explain nature of power in Negotiations.

5. Describe about internal collusion.
6. What is the use of power in Negotiation?
7. Elaborate the statement “power changes overtime”.
8. Explain about Relationship based Power.

9. Define Contextual power.
10. Explain about position based power.
Answers: Self Assessment
1. Sincerity 2. Motivation

3. Entails 4. Negotiators
5. Power devices 6. Power additions
7. True 8. True
9. False 10. False

11. True 12. True
13. False 14. True

5.8 Further Readings

Books Booth, A., Crouter, A. C., & Clements, M. (Eds). Couples in Conflict. Mahwah, NJ:
Lawrence Erlbaum.
Casing a Promised Land by Goodall: Carbondale: Southern Illinois University
Press.

Conflict Management & Organization Development by Willem F.G. Mastenbroe:
John Wiley & Sons.
Coser, L. The Functions of Social Conflict. New York: Free Press.

Cupach, W.R. & Canary, D.J (1997). Competence in Interpersonal Conflict. Prospect
Heights, IL: Waveland.

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