Lecture 5: Power and negotiation Flashcards
What are four ways of looking at power?
- Power as force
- Power as possession
- Power as ability
- Power as action
What is power as force in negotiation?
Power as force is the classical realist view that equates power with the application or threat of violence. It emphasizes the use of violence as both the source and expression of power, often supported by economic power.
What is power as possession in negotiation?
Power as possession is a neorealist view that sees power as resource-based, including material indicators (wealth, military assets) and immaterial indicators (charisma, image). It aggregates these indicators to determine total power at a particular moment in time.
What is power as ability in negotiation?
Power as ability is the capacity of one party to move another in an intended direction (influence). It focuses on social power, net power (overall influence, applied power minus resistance to power), and the relationship between parties, emphasizing results and the actual application of power.
What is power as action in negotiation?
Power as action is defined as purposeful actions by one party to produce movement in another. It includes pressure (negative), inducement (positive), and resistance. It is useful in conflict management and emphasizes context and the ability to translate resources into outcomes.
How is power influential in pre-negotiation?
Power in pre-negotiation is measured in terms of resources and influences actor exclusion, choice of sites, agenda design, and mediator selection. It sets the stage for the negotiation process and impacts the advantages held by the parties.
What are the types of strategic power in negotiation?
Strategic power is power that brings one to the negotiation table, it includes:
- Legitimate power (norm acceptance)
- Information power (control of information)
- Expert and referent power (status and prestige)
- Coercive power (sticks)
- Reward power (carrots)
- Relational power (connections)
What are the types of tactical power in negotiation?
Power that brings one to the table through the mediator’s qualities, includes:
- Communication tactics (how information is conveyed)
- Image tactics (how a party is perceived)
- Momentum tactics (maintaining negotiation flow and direction)
What is hard power in negotiation?
Part of strategic power
Hard power involves coercive diplomacy using threats or the actual use of limited force. It aims to persuade the opponent by signaling the utility of settling disputes without escalating to full conflict.
What are some techniques used in hard power?
- Issuance of an ultimatum (setting deadlines, clear red lines, punishment threats)
- Try-and-see approach (applying limited coercion and observing reactions)
- Turning back the screw (gradually reducing coercive actions if the opponent complies)
What is soft power in negotiation?
Soft power is the ability to shape others’ preferences through co-opting rather than coercing. It involves influencing others by shaping what they want using values, image, and culture, and is context-dependent on the recipient’s willingness to internalize these messages.
What is smart power in negotiation?
Smart power combines hard and soft power, using both coercion and attraction. It involves flexing muscles and signaling strong messages based on values, principles, and culture to appeal to a larger audience.
What is the structuralist dilemma in negotiation?
The structuralist dilemma questions why actors with asymmetric power engage in negotiation. High-power symmetry and low-power symmetry often result in deadlocks, while perceived asymmetry is seen as more productive for negotiations.
What strategies can weaker parties use in negotiation?
- Borrow power from context (use rules, international law, mediators)
- Borrow power from third-parties (form coalitions, link to international groupings, use public opinion)
- Borrow power from the stronger side (signal common interests, emphasize joint relationships)
