Chapter 8: Power

Question 1

What are two informational sources of power?

Answer 1

Information & Expertise

Question 2

What is information power?

Answer 2

the accumulation and presentation of data intended to change the other person’s POV or position on an issue

Question 3

What is expertise power?

Answer 3

a kind of informational power where there is an acknowledged accumulation of information, or mastery of a body of info, on a particular problem of issue

Question 4

What’s unique about information power?

Answer 4

it is the most important source of power

Question 5

What are the five powers based on personality and individual differences?

Answer 5

cognitive orientation, motivational orientation, dispositions and related skills, moral orientation, moods & dispositions

Question 6

What are the three types of ideological frames of reference in cognitive orientation, and what are they?

Answer 6

unitary frame (belief that society is an integrated whole, power is used to benefit the good of all– “communal” societies), radical frame (belief that society is in a continual clash of interests, power is imbalanced– Marxist cultures), pluralist frame (belief that power is distributed relatively equally across groups, which compete and bargain for share of continually evolving balance of power– liberal democracy)

Question 7

What is motivational orientation?

Answer 7

differences rooted in needs and “energizing elements” of the personality- i.e. power motive– some people have high needs to influence and control others

Question 8

What is dispositions and related skills in regard to power?

Answer 8

people have dispositions of either cooperativeness or competitiveness (power with vs power over)

Question 9

What is moral orientation toward power?

Answer 9

There is a broader commitment to act on behalf of the broader common good– individuals with high moral identity are less likely to act in their own self-interest. This moderates power corruption

Question 10

What is moods in relation to power?

Answer 10

transitory, short-term aspect of personality– a negotiator’s mood can create power– i.e. anger helps negotiator focus on what they want and leads to more assertiveness and claiming more value in negotiations

Question 11

What is position-based power?

Answer 11

power derived from being located in a particular position in an organizational or communication structure and leads to different types of leverage

Question 12

What are the three types of position-based power?

Answer 12

legitimate power, resource control, or power based on location in a network structure

Question 13

What is legitimate power?

Answer 13

a type of position-based power derived from occupying a key position in a hierarchical organization; legitimate power can also come from social norms or conventions that exert strong control over people such as: reciprocity (expected exchange of favors), equity (expected return when one has gone out of the way for the other), and dependence (expected obligation one owes to others who cannot help themselves)

Question 14

What are different types of legitimate power regarding social norms?

Answer 14

legitimate power can also come from social norms or conventions that exert strong control over people such as: reciprocity (expected exchange of favors), equity (expected return when one has gone out of the way for the other), and dependence (expected obligation one owes to others who cannot help themselves)

Question 15

What is resource control?

Answer 15

a type of position-based power; resource control, or the accumulation of money, raw material, labor, time, and equipment that can be used as incentives to encourage compliance or as punishments for noncompliance.

Question 16

How is resource control manifested?

Answer 16

reward power (use of tangible rewards or personal approval to gain the other’s compliance) or punishment power (the use of tangible punishments or withholding personal approval to gain the other’s compliance)

Question 17

Explain power based on location in a network.

Answer 17

a type of position-based power that comes from a location in an organizational structure (not necessarily hierarchical). Power derives from whatever critical resource flows through a particular location in the structure (information, money, etc). The leverage comes from the person’s ability to control and manage whatever critical resource “flows” through that position

Question 18

What are three aspects of a network that shape power?

Answer 18

• tie strength (strength of quality of ties with others)
• tie content (resources that pass along the tie to the other person)
• network structure (overall set of relationships within a social system)

Question 19

What are the 5 aspects of network structure that determine power in a network?

Answer 19

• Centrality (the more central a node is within the power of exchanges, the more power that node’s occupant will have);
• criticality and relevance (the criticality of the information that flows through- how essential the flow is to the organization’s mission, task, or key product);
• flexibility (the degree to which an individual can exercise discretion in how certain decisions are made or who gains access);
• visibility (how visible the task performance is to others in the organization);
• membership in a coalition (coalitions can act together to represent a point of view or promote action or change)

Question 20

What are two types of relationship-based power?

Answer 20

goal interdependence and referent power

Question 21

Define goal interdependence.

Answer 21

how the parties view their goals and how much achievement of their own goal depends on help received from the other party toward goal attainment– has strong impact on how likely parties will be to constructively use power. Cooperative goals– power with, competitive goals- power over

Question 22

Define referent power.

Answer 22

derived from respect or admiration one commands because of its attributes like personality, integrity, interpersonal style, and the like

Question 23

What are the three types of contextual power?

Answer 23

• availability of BATNAs
• organizational and national culture
• availability of agents, constituencies, and audiences who can directly or indirectly affect the outcomes of the negotiation (i.e. representating a diff viewpoint)

Question 24

What is contextual power?

Answer 24

power derived from the context in which negotiations take place