Power at the Negotiating Table: Key Concepts in Negotiation

The video explores power dynamics at the negotiating table, dividing power into granted and internal forms. Granted power includes legitimate and resource power, which can be abused as coercive or reward power. Internal power encompasses knowledge, expert, network, personality, and personal power, which are more fundamental but may lack decision-making authority. The video also discusses the trappings of power, such as appearance and behavior, and how they influence perception in negotiations.

What is the primary characteristic of legitimate or hierarchical power?

• The influence of personal charisma

• The knowledge of negotiation tactics

• The authority derived from one's position

• The ability to access resources

How can resource power be misused in negotiations?

• By withholding information

• Through personal charisma

• By building strong networks

• Through coercive or reward tactics

What is the key to effectively using knowledge power in negotiations?

• Knowing how to use the information

• Building a strong network

• Having a high position in the hierarchy

• Accessing more resources

Which type of power is based on who you know rather than what you know?

• Network or connection power

• Resource power

• Legitimate power

• Knowledge power

What is a key aspect of personal power in negotiations?

• Self-confidence and self-control

• The influence of personal charisma

• The authority from one's position

• The ability to access resources

What is one way to project more power in negotiations?

• Wearing casual attire

• Avoiding eye contact

• Maintaining a calm demeanor

• Speaking quickly and loudly

How can the presence of supporters in a meeting affect perceptions of power?

• It signals authority and power

• It undermines personal power

• It shows a lack of confidence

• It distracts from the negotiation