In the negotiating sense, power can be seen as the ability to bring about a desired result. When most people think of power in the negotiations setting, they see power as being the power over another. The ability to make another bend to your will or force another to do what they wouldn't otherwise do. Seeking to increase power in relations to the other party often leads to distributive bargaining which can damage a relationship and may lead to inefficient results. However, this can be an effective tool when the substantive issue is more important than maintaining the relationship.
A more effective way to think of power is to look of the ways that it can effectively help to solve a common objective. This facilitates integrative bargaining and will ultimately lead to more efficient result and can help strengthen a relationship, which may provide long term gains.
Power can be derived from the following sources: (1) informational; (2) personality and individual differences; (3) Position based power; (4) relationship based power; (5) contextual power.
Informational power can refer to data that can be used to change the other persons point of view or expertise in a certain area. Expertise can be both a power and a detriment. When a party is viewed as not being an expert they can lose informational power. Compiling data to change the others point of view is seen as the most common type of power.
Personality and individual power can be broken down into three categories (1) cognitive, (2) motivational, (3) moral orientations.
Cognitive orientations are individual differences in ideological frame of references. This refers to the individuals perception of how the world operates. Unitary frames believe that the interests of individuals and society are one, while radicals believe that society is a constant class of interests.
Motivational orientations are individuals needs for power and authority over others. Some people seek power while others shy away from it. Moral orientations are individuals views about power and its use. Some people view having power as being wrong.
Position based power is often though of as legitimate power. People have a certain amount of respect for individuals based on the position they hold. Police offers have power over individuals who respect the job the officers do.
Power based on relationships can be achieved when a group shares a common goal. This can result in higher expectations of assistance, more assistance, greater support, more persuasion, and less coercion needed. Networks generate power by their leverage that comes from the ability to control and manage what flows through that position. When individuals interact in the group and gain alliances and respect.
Contextual sources of power come from positions like your best alternative to a negotiated deal. The better and more likely an alternative is to be successful the more power an individual has. The individual that feels like they have no option except to take a deal may appear powerless.
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