Page 249 - DMGT519_Conflict Management and Negotiation Skills

Unit 11: Gaining Leverage through Power and Persuasion

Reward Power: It is based on the individual's ability to reward desirable behavior. It stems Notes
partly from legitimate power. Managers because of their positions have control over certain
rewards, such as pay increases, promotions, work schedules, status symbols and recognition
awards, which they can use to reward desirable behavior.

11.15 Review Questions

1. Define power and Persuasion.

2. Explain leveraging power from your BATNA.
3. Discuss about leveraging power through the sources.
4. Describe about leveraging power through persuasion.

5. Explain about leveraging power through pressure tactics.
6. Discuss about leveraging the power of sources.
7. Explain about Ethos, Pathos and Logos.
8. Describe about Personal Power.
9. What do you know about Information Power?

10. Elaborate the statement “Creating Persuasive Arguments”.

Answers: Self Assessment

1. BATNA 2. Leverage
3. Expert 4. Self Confidence
5. True 6. False

7. True 8. False
9. False 10. True
11. False 12. True
13. (c) 14. (b)

15. (b)

11.16 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.

LOVELY PROFESSIONAL UNIVERSITY 243