Ch 8 Flashcards
How do negotiators level the playing field?
act like they are equals in terms of their goals and everything else
What are the three areas that negotiators cycle through in a negotiation?
Interests
Rights
Power
What are the five types of sources of power?
Expert (informational) Reward (persuade with rewards) Coercive (forced power) Legitimate (position in an organization) Referent (relationship-based)
What is information as a source of power?
Derived from the negotiator’s ability to assemble and organize data
A tool to challenge the other party’s position or to undermine effectiveness
What is expert power?
has in depth information of a subject
How does pluralist view power?
believes that power is distributed relatively equally across various groups
What is legitimate power?
grounded in the title, duties, and responsibilities of a job description and “level” within an organization hierarchy
How can organizational context power be used?
higher up in the company
How do cooperative goals shape power in negotiation?
agree on more stuff
How does visibility create power?
look open and not like they are lying
What is the concept of criticality in a communication network?
related to the point
What is a gatekeeper?
person with flexibility
How can lower power parties deal with big players in business deals?
constrain their selves
What are the two perspectives on power?
power over and power with
