Tools & Tips
8 Sources of power in Negotiations
In negotiations, power means having the ability to control or influence the outcome of the discussion. There are different ways people or groups can have power in negotiations. Here are 8 common sources of power:
1. Legitimate power: This comes from a person’s position or title that gives them the authority to make decisions.
2. Expert power: This comes from a person’s knowledge or skills in a particular subject, which makes others think they have valuable information.
3. Information power: This comes from having important or useful information that can affect the negotiation.
4. Coercive power: This comes from the ability to use threats or punishment to force the other party to agree to certain demands.
5. Reward power: This comes from being able to offer rewards or benefits to the other party for meeting specific conditions.
6. Referent power: This comes from having a good relationship or being respected by the other party, so they want to agree with you.
7. Network power: This comes from having connections or relationships with influential people or organizations, which can be helpful during negotiations.
8.Cultural power: This comes from understanding and using the norms or values of a particular culture to shape the negotiation
Want to learn more? Attend our Critical Procurement Negotiation Skills Training Course.