Module 7 Flashcards
1
Q
Expert Power
A
2
Q
Reward Power
A
3
Q
Coercive Power
A
4
Q
Legitimate Power
A
5
Q
Reference Power
A
6
Q
Three approaches
A
Power-> Rights-> Interests
7
Q
When to use Rights of Power
A
- Other parties won’t come to the table
- Impasse and all attempts to focus on interests have been exhausted.
- When negotiations are moving toward agreement and the parties are positioning themselves.
8
Q
How to bring power back to interests
A
- Don’t reciprocate
- don’t get personal
- Reciprocate, but add an interests-based proposal
- try a process intervention
9
Q
Criteria for evaluating approach
A
- Transaction costs
- Satisfaction with the outcomes
- Effect on the relationship
- Likelihood o recurrence ‘
10
Q
Power and rights are used to
A
Distribute
11
Q
Interests are used to
A
integrate
12
Q
Six Principles of Influence
A
- Reciprocity
- Scarcity
- Authority
- Commitment
- Liking
- Consensus
