Podcast
Questions and Answers
Which type of power can be used to motivate cooperation, gain concessions, or encourage agreement on favourable terms?
Which type of power can be used to motivate cooperation, gain concessions, or encourage agreement on favourable terms?
Which type of power can influence negotiations by applying punishments or negative consequences?
Which type of power can influence negotiations by applying punishments or negative consequences?
Which type of power can selectively share or withhold information to influence the other party's perceptions and decision making?
Which type of power can selectively share or withhold information to influence the other party's perceptions and decision making?
Which term is commonly used to refer to the balance of power in negotiations?
Which term is commonly used to refer to the balance of power in negotiations?
Signup and view all the answers
What are some sources of power that negotiators bring to the table?
What are some sources of power that negotiators bring to the table?
Signup and view all the answers
What will be relied upon to influence the other parties in negotiations?
What will be relied upon to influence the other parties in negotiations?
Signup and view all the answers
Which source of power is derived from an individual's formal position or authority?
Which source of power is derived from an individual's formal position or authority?
Signup and view all the answers
Which source of power is based on the personal qualities, charisma, and attractiveness of an individual?
Which source of power is based on the personal qualities, charisma, and attractiveness of an individual?
Signup and view all the answers
Which source of power is based on the possession and control of valuable or important information?
Which source of power is based on the possession and control of valuable or important information?
Signup and view all the answers
Which source of power is derived from an individual's knowledge, skills, expertise, or experience in a particular area?
Which source of power is derived from an individual's knowledge, skills, expertise, or experience in a particular area?
Signup and view all the answers
Which of the following is NOT a way in which power is important in commercial negotiations?
Which of the following is NOT a way in which power is important in commercial negotiations?
Signup and view all the answers
What advantage does having more power in negotiations provide?
What advantage does having more power in negotiations provide?
Signup and view all the answers
How can power help mitigate risks during a negotiation?
How can power help mitigate risks during a negotiation?
Signup and view all the answers
What does power enable negotiating parties to do?
What does power enable negotiating parties to do?
Signup and view all the answers
