Power in Negotiations

May 15th, 2015
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Warner University
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Power in negotiation can be defined as the skills, competencies and capabilities a negotiator can practice to achieve the settled goals and targeted objectives of the negotiation. Power is the capacity to convince people to meet specific goals.

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Power in NegotiationsIntroductionPower in negotiation can be defined as the skills, competencies and capabilities a negotiator can practice to achieve the settled goals and targeted objectives of the negotiation. Power is the capacity to convince people to meet specific goals. A facilitator or negotiator has the job to carry out the negotiation with making strong arguments and influencing the opposite party to agree to his terms and retrieves this convincing power from the following major sources;1- Information2- Personality3- Position or status4- Relationships5- Circumstantial [Negobiz (2010)]1- Power from InformationInformational sources of powers are the most important and frequently adapted sources because it is the ability of expertise and knowledge on the subject of negotiation on which a negotiator base arguments. The knowledge of the negotiator is the source to evaluate credibility of the arguments and reliability in opinions. Power retrieved from informational abilities have great impact on altering the opinions of opposing parties and bring them to terms where negotiator negotiates to meet his objectives. The firmness of the argument of an expert person in a specific matter is reliable and it dominates and weakens the opposing arguments [Negobiz (2010)]. 2- Power from PersonalityEvery individual has different personality based on life experiences and environmental learning. Personality traits of the individual have strong power to drive a negotiat

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