Leverage in Negotiations Power and Discussion Chapter

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It is not uncommon for parties to negotiate with each other, with individuals of high functional authority acting as negotiators. The authority that the individual wields is by itself already a leverage in negotiations.

Further extending these sources of power, French and Raven developed a more comprehensive outline of main sources of power. According to them, power has five main sources, identified as follows: (1) Reward, (2) Punishment/Coercive, (3) Legitimacy, (4) Expertise, and (5) Reference (Podsakoff and Schriesheim, 1985:389-91). In French and Raven's version of sources of power, focus is on the negotiator's persona and tangible/intangible resources that could be gained from negotiations. The first two (2) main sources, Reward and Punishment, looks at power as a function of what the negotiator could offer or refuse from the other party.

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A more negotiator-centric source of power is Legitimacy, Expertise and Reference. These sources of power Legitimacy looks at the negotiator's functional authority, discussed earlier. Expertise, meanwhile, centers on the individual's competency or expertise on any issue or topic the other party is interested in or is the main focus of the bargaining process. Reference sources power from the other party's identification of the negotiator as 'synonymous' or has a "feeling of oneness" with another person, usually of high authority/legitimacy or well-known expertise (391)......

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