Finging & Using Negotiation Power

Finding and Using Negotiation Power

            Power is important in negotiation because it gives one negotiator an advantage over the other party. Seeking power in negotiation usually arise from one of two perceptions, when a negotiator believes that they have less power than the other party or when the negotiator believes that they need more power than the other party.

            There are various sources of power that include: expert power, reward power, coercive power, legitimate power and referent power. Power can be created in many different ways in many different contexts and a source of leverage can shift form one category to another over time.

            Power can be a highly elusive and fleeting in negotiation. Almost anything can be a source of power if it gives the negotiator a temporary advantage over the other party. Power is only the capacity to influence; using that power and skillfully exerting influence on the other requires a great deal of sophistication and experience.

            In summary, all negotiators want power, they want to know what they can do to put pressure on the other party, persuade the other to see it their way, get the other to give them what they want or change the other’s mind.