Personal Power in Negotiation
|"Give an outline of four sources of personal power in negotiation."|
A Negotiation Expert Answered:
Dealing with power in negotiation should be done circumspectly. Before using power in any negotiation, be sure to analyse all the possible consequences of using that power. Remember that after you have used your power, for all practical reasons it is then gone. Four important sources of personal power are:
Authority or expert power (conferred by your knowledge or qualification on a matter or issue)
Personal credibility (conferred by your experience and past track record)
The availability of alternatives to a particular negotiated outcome is probably the most potent form of power in any negotiation as it does not commit you to one particular outcome
Physical power - it has been substantiated by research that physically bigger and better looking individuals are regarded by their counterparties to have more power.
Back to Negotiation Questions and Answers
This page's contents may be re-published in full or part - we ask only that you include an honest html link back to this site, preferably to our negotiation skills training page.
Average Reader Rating: Comments: 0
share your comment