NEG4 - Power Negotiations

The use of Power is an elementary dimension of any negotiation. Power can be used in both direct and indirect way.

Key elements of power negotiations

Direct power: using rewards and punishment to implement the negotiation result. Can be done independently from the counterparty's desires if the power difference is large enough.

Indirect power: influencing the counterpart to accept the negotiation resurt based on his or her motives.

Status

Status intaractions are present whenever two or more persons meet and reflect the real (or perceived!) balance of social standing between the persons. The improvisation theatre theories developed by Keith Johnstone's are an example of a status interaction theory, which can help a negotiator to understand and manage the social hierarchies present in any negotiation situation.