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文档介绍：KANG Rong 1 McGraw-Hill/Irwin Copyright ? 2010 by The McGraw-panies, Inc. All rights reserved. KANG Rong 2 CHAPTER SEVEN Finding and Using Negotiation Power KANG Rong 3 Why Is Power Important to Negotiators? Seeking power in negotiation arises from one of two perceptions: 1. The negotiator believes he or she currently has less power than the other party. 2. The negotiator believes he or she needs more power than the other party. 7-3 KANG Rong 4 A Definition of Power u“ an actor … has power in a given situation (situational power) to the degree that he can satisfy the purposes (goals, desires, or wants) that he is attempting to fulfill in that situation ” u Two perspectives on power: – Power used to dominate and control the other –“ power over ”– Power used to work together with the other –“ power with ” 7-4 KANG Rong 5 Sources of Power – How People Acquire Power u Informational sources of power u Personal sources of power u Power based on position in an organization u Relationship-based sources of power u Cont