POWER IN NEGOTIOTIONS

POWER IN NEGOTIOTIONS

KEY TERM: Power as it Relates to Negotiation

DEFINITION: Power in negotiations refers to the ability of people involved in negotiations or the negotiator to influence the outcome of the whole process either directly or indirectly (Kogan, 2019).

SUMMARY

Negotiations are known to occur frequently since conflicts are inevitable (Kogan, 2019). Therefore negotiations have played a very vital role in solving challenges right from small organizations to international disputes. However, several factors affect the process of negotiations. Among the essential elements that tremendously influence negotiations is power. Since the people involved in conflicts are different and have various resources at their disposal, they can possess power.

Additionally, power is present in almost all our contexts of issues around us. In a similar vein, power is a very paramount factor when it comes to negotiations. Power is known to affect how people behave, and it also affects how negotiators handle the various issues brought to them by people. The effects of power on the negotiators dramatically depends on the type of negotiation at hand. In a similar vein, there are different ways that negotiators can use power to make negotiations successful. Therefore the negotiators ought to use the power they have as an advantage to end negotiations successfully.

DISCUSSION

Organizations and individuals must understand the concept of power and how it can influence negotiations. Understanding how power works helps to ensure that negotiations end successfully, and both parties benefit in the long run. However, what are the different types of power that are important to negotiators and the process of negotiations? The following are the main types of power.

Legitimate power-This power exists when an individual can influence people or negotiations due to his position. In organizations, the top management possesses this kind of power since the subordinates understand their position in the organization. Legitimate power influences negotiations in that the people that have it can direct others to follow specific instructions to end a conflict. Additionally, depending on the authority, the person has the other parties can follow what he decides or not. The only limitation of this kind of power is that it can only work when recognized by other people.

Reward power-This type of power occurs when individuals reward others for complying with their wishes or demands. Therefore reward power can be used in negotiations by individuals as a way of luring others to accept the outcomes of negotiations.

Coercive power-This is where an individual uses force to make individuals follow his demands. In negotiations, coercive power can be used by organizational leaders to get employees to end a conflict between them as soon as possible, or they are punished. Therefore through this kind of power, negotiators have fud easy ways of ending them.

Expert power-This kind of power occurs when individuals have specific knowledge or expertise in a given field. In negotiations, the individuals that have this kind of power can influence the process by directing others what to do since he has vast knowledge.

Referent power-This the last type of power that is related to negotiations. This type occurs when an individual gets the respect and admiration of others. In negotiations, people with this kind of power can influence the process and, at the same time, talk to both parties to end their differences easily. Due to his influence and admiration, both parties end up resolving their disputes.

REFERENCES: Kogan, E. (2019). Art of the Power Deal: The Four Negotiation Roles of Donald J. Trump. Negotiation Journal, 35(1), 65-83. doi: 10.1111/nejo.12265