NEG Chapter 7 (MQC and Long)

Question 1

Name the 4 diffrent Vantage Points and descibe them

Answer 1

o Power in a negotiation can be analysed in terms of four vantage points:

♣ Potential power
• Underlying capacity of negotiator to obtain benefits from an agreement
• Counterparty’s dependence on you
• How much does party values resources you provide and value the alternatives to negotiating with you

♣ Perceived power
• Negotiator’s assessment of each party’s potential power, may or may not square with reality
• Negotiator’s alternatives affect distribution of outcomes
• Actual alternatives affect integrativeness of outcomes

♣ Power tactics
• Behaviours designed to use or change power relationship

♣ Realized power
• Extent to which negotiators claim benefits from an interaction

Question 2

• Symmetric and Asymmetric

Answer 2

o For symmetric, high-power dyads
♣ Value creation is associated with increased mutual accommodation
o In symmetric, low-power dyads
♣ Value creation is associated with greater contentiousness
o Asymmetric-power dyads
♣ Maximize value creation when they adopt a neutral stance

Question 3

• Using Power on Powerful People

Answer 3

♣ Power decreased social awareness and accuracy
• People with power are oblivious to people who have less power
• People with power have little or no reason to pay attention to those who are less powerful
♣ Power increases feelings of control
• People with power have an illusion of control they feel control over outcomes that they cannot influence
♣ Power increases risk-taking
• People with a high-power mindset are more likely to act in a risk-seeking fashion and divulge their interests in a negotiation
• Power changes peoples brains and makes them feel invulnerable and omnipotent
♣ Power is triggered by situations and stimuli
• Simply handling guns or money increases people’s perceptions of their power