2ng3 Chapter 8

power used to control is

power over sitatuon

power used to work together is

a power with situation

how do negotations employ power

-create power differences

-balance power to level the playing field

expert power

having unique infirmation

reward power

ability to reward others

coercive power

ability to punish others

rizzler

wut

referent power

dervided from respect

what is the most important soruce of power

information power

What is information power

having and organizing data to support your position.

Sharing information is…

heart of the concession making process

Power derived from expertise is

a sepcial form of power

Types of orientation

cognittive

motivation

moral orientation over power

cognittive orientation

• Unity: society works as one whole.

• Radical: society is a clash of interests.

• Pluralist: power is shared equally

Motivation orientation

• Competitive: uses power over (control).

• Cooperative: uses power with (work together).

Moral orientation

A person’s self-interest is closely tied to their moral values

Structural power

power from your position in an organization.

two ways in Structural power

• Hierarchy – your job title and rank give you authority.

• Networks – your connections and relationships give you authority

Legitimate power

authority from your position (given by birth, election, appointment). Works only if others accept it.

legitimate power 3 of..

• Equity – fairness.

• Reciprocity – return favors.

• Responsibility/dependence – duty to help or rely on others

Resource power

control over resoruces

-control reward

-control punishment other party seeks ot avoid

Tie strength

close relationship=more influence

Tie content

– sharing useful info builds trust and respect

Network structure

• Centrality: power from being in the center.

• Criticality and relevance: power if info is important.

• Flexibility: power if you control access.

• Visibility: power if others see your work.

• Coalition or subgroup: power by being in a group

When goals are cooperative

people use power with (work together).

When goals are competitive,

people use power over (control others).

social capital

having a strong network of people who share goals.

rizzler

rizzler

what powers can be used negatively

referent

expert

Power distance

how much people in a country are okay with some people having more power than others.

Influence

strategies to change others’ attitudes or behavior.

Influence aims for

joint benefits, not just personal gain.

Influence works when someone…

• sees the message,

• pays attention,

• understands it,

• remembers it, and

• acts on it.

two ways people are persuaded

• Central route: People pay close attention and think hard about the message.
  Example: You carefully read a product review before buying.

• Peripheral route: People decide based on quick clues or feelings, without much thinking.
  Example: You buy a product because a celebrity you like uses it.

three issues to consider whe making a message

• Content: What facts and topics to include.

• Structure: How to organize the information.

• Delivery: How to present the message.

How to Route to Influence: Message Content

• Make an offer they want.

• Say it to get a yes.

• Use what’s normal.

Message Structure- whats are the types of messags

• One-sided messages: Only show your side, ignoring the other side’s views.

• Two-sided messages: Show the other side’s view but explain why yours is better.

Peripheral influence

quick, automatic cues, not detailed arguments.

Peripheral influence 3 aspects

• The message’s style or features.

• The persuader’s traits or reputation.

• The situation or environment where influence happens.

fHow to make Peripheral infleucne

• Message order:

  • Start with familiar or interesting points.

  • Put important points last if the topic is boring or new.

• Format:

  • How you present the message matters (video, speech, text).

• Distractions:

  • If the other side is distracted, they’re less likely to argue against your message.

characterstic of peripheral infleunce

-creditbility

-attractivness

-authoruty

Social proof

People follow what others do, even if the info isn’t perfect.

Role of Receivers

-why getting infleunce

-negoations should rizzit infleunce