OBHR 4P65 Chapter 7: Chapter 7

• School: Brock University
• Department: Organizational Behaviour and Human Resources
• Course: OBHR 4P65
• Professor: Dave Whitehead

Document Summary

Sources of power how people acquire power. *power can be highly elusive and fleeting in negotiation. Almost anything can be a source of power if it gives the negotiator a temporary advantage. *power is only the capacity to influence requiring sophistication and experience. *more likely to have a longer lasting effect on target s attitudes and are resistant to counterinfluence: peripheral route type of persuasion relying on indirect behaviours and manipulation of subtle cues. So they are susceptible to being influenced by message elements that exist apart from the actual arguments involved: message order, distractions. Source characteristics that forster peripheral influence: source credibility: qualifications, trustworthiness, self-presentation, personal attractiveness: friendliness, ingratiation, likeability, perceived similarity, emotion, authority. Primacy effect tendency for the first item in a list of the most easily remembered. Recency effect tendency for last item in a list to be more easily remembered. Listener part devoted to what is being said, large portion devoted to developing counterarguments.