MANA 343 Chapter Notes - Chapter 8: Best Alternative To A Negotiated Agreement
31 Jan 2017
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Document Summary
Chapter 8 - power & influence: changing other"s attitudes & behaviours. Power: the ability to effect desired outcomes. (distributive) or the ability to work effectively with the other party. Attitudes: general evaluations people hold about themselves, others, objects & issues. Power should be thought of in competitive terms, instead of something fixed that is physical. In organizations, power flows from top-down through the chain of command. It is derived from the combination of the negotiators & of the environment in which the negotiation takes place. Reward power - ability to give the other something they value. Coercise power - ability to punish/withhold rewards that the other wants or needs. Legitimate power - authority from age, social status, caste, or position. Referent power - derived from being liked, because the other can identify with you/wants to be like you. Allies: supporters respected by the other negtiator or who possesses resources the other needs.
