ADMS2400 JUNE.6 WEEK 5_Lecture 9 Power, Conflict and Negotiation 1
Topic: Power, Conflict and Negotiation
► Power & Influence
types of power
types of responses to influence
types of conflict
► Principles of Effective Negotiation
► Power is the ability to influence the behaviour of others and resist unwanted
influence in return
► Legitimate power is derived from a position of authority inside the
organization and is sometimes referred to as “formal authority.”
► Reward power exists when someone has control over the resources or rewards
another person wants.
► Coercive power exists when a person has control over punishments in an
► Personal Power
Expert power is derived from a person‟s expertise, skill, or knowledge
on which others depend.
Referent power exists when others have a desire to identify and be
associated with a person.
► Influence is the use of an actual behaviour that causes behavioural or
attitudinal changes in others.
Influence is directional
Most frequently occurs downward (managers influencing employees)
but can also be lateral (peers influencing peers) or upward
(employees influencing managers).
Influence is relative
Absolute power of the “influencer” and “influence” isn‟t as
important as the disparity between them.
► Rational persuasion is the use of logical arguments and hard facts to show
the target that the request is a worthwhile one.
► An inspirational appeal is designed to appeal to the target‟s values and
ideals, thereby creating an emotional or attitudinal reaction.
► Consultation occurs when the target is allowed to participate in deciding how
to carry out or implement a request.
► An individual uses collaboration by attempting to make it easier for the target
to complete the request.
► Ingratiation is the use of favors, complements, or friendly behaviour to make
the target feel better about the influencer.
► Personal appeals are when the requestor asks for something based on