02 May Discussion Question : Select four people currently in the media and di
Discussion Question : Select four people currently in the media and discuss their exertion of one of the sources of power. Students must cover all four of the sources of power discussed on page 263 of your textbook. Apply only one source of power to each of the four people selected.
Discussion Answer :
Introduction
In the perspective of negotiation, power plays as a major influential force to get the desired results. It gives the ability to twist the hand and make the opponent to bend by forcing them to accept the will of the person with power. Robert Greene author a bestselling book named “Power” defines power as a measures of the degree of control over the situations in life and also the actions of the people around you. These power can be derived from information, personality and individual differences, position based power, relationship based power and contextual power.
Informational power
The informational data is collection data which can be used to influence other person. This is an age where information holds the power. Mark Zuckerberg, founder of Facebook, who also owns whats app can be considered as one of the most powerful person who holds the information of millions of users.
Position-based power
Position based power comes from the authority and influenced that’s bequeathed upon the position a person holds in the office or organization, who can force things to happen as per their desire by influencing others using their power. The various forms of position based power are legitimate power, coercive power, reward power, reward power and power based on location. As per the report released my Forbes in 2018, the President of China Xi Jinping is the most position based powerful person in the world.
Relationship based power
Relationship based power is the type of power which is achieved through a group of members with same goals, interests and common mission. It deals with the interdependence of goal, referent power and the position in the network. These network has the power to control and manage that flows through the position. This attained through the admiration or respect one gets through their personality, interpersonal relationship and veracity. The best example in the social media driven world, Jonah Peretti, co-founder and CEO of BuzzFeed has changed the way news is delivered to the viewers.
Contextual power
Contextual power is derived from the alternative strategy/plan to a best negotiated deal. The negotiator will feel powerful by having a best alternative plan in place BATNA and especially when the same plan gets him/her the desired results. The best example I can think of is the Prime Minister of India Mr. Narendra Modi who used contextual strategy to win the elections.
Reference
Adler, R. S., & Silverstein, E. M. (2000). When David meets Goliath: Dealing with power differentials in negotiations. Harv. Negot. L. Rev., 5, 1.
Dür, A., & Mateo, G. (2010). Bargaining power and negotiation tactics: the negotiations on the EU’s financial perspective, 2007–13. JCMS: Journal of Common Market Studies, 48(3), 557-578.
Raven, B. H. (1993). The bases of power: Origins and recent developments. Journal of social issues, 49(4), 227-251.
Zartman, I. W., & Rubin, J. Z. (Eds.). (2002). Power and negotiation. University of Michigan Press.
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