14 Questions
Which term is commonly used to refer to the balance of power in negotiations?
Bargaining power
What are some sources of power that negotiators bring to the table?
Subject matter expertise, excellent communication skills, and delegation of authority
Which section of the text will discuss the relative bargaining power of purchasers and suppliers?
Section two
Which type of power can be used to motivate cooperation and gain concessions in negotiations?
Reward Power
Which type of power can be used to influence negotiations by applying punishments or negative consequences?
Coercive Power
Which type of power can selectively share or withhold information, influencing the other party's perceptions and decision making in negotiations?
Informational Power
Which source of power is derived from a person's formal position or authority?
Legitimate Power
Which source of power is based on the personal qualities, charisma, and attractiveness of an individual?
Referent Power
Which source of power is based on the ability to apply punishment or negative consequences to influence others?
Coercive Power
Which source of power is based on the possession and control of valuable or important information?
Informational Power
Which of the following is NOT a way in which power is important in commercial negotiations?
Trust
What can power help to mitigate during a negotiation?
Risks
What advantage does a party with more power have in negotiations?
Greater alternatives
How does power influence the negotiation process?
It shapes the overall relationship between parties
Test your knowledge on the sources of individual power! This quiz explores the different factors that contribute to an individual's ability to influence others, such as positional power and personal attributes. Discover the various sources of power according to French and Raven's "The Bases of Social Power" and learn how anyone can possess the potential to hold power.
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