MGMT2004 Chapter Notes - Chapter 5: Centrality
Document Summary
Power used to dominate and control the other (cid:862)po(cid:449)er o(cid:448)er(cid:863) Power used to work together with the other (cid:862)po(cid:449)er (cid:449)ith(cid:863) Major sources of power how people acquire power. Deri(cid:448)ed fro(cid:373) the (cid:374)egotiator"s a(cid:271)ility to asse(cid:373)(cid:271)le a(cid:374)d orga(cid:374)ize data to support. Information is the most common source of power his or her position, arguments or desired outcomes. A tool to (cid:272)halle(cid:374)ge the other party"s positio(cid:374) or desired outcomes, or to u(cid:374)der(cid:373)i(cid:374)e the effe(cid:272)ti(cid:448)e(cid:374)ess of the other"s (cid:374)egotiati(cid:374)g argu(cid:373)e(cid:374)ts: personal sources of power. Motivational orientation: specific motives to use power. Disposition and skills: orientation to cooperation/competition. Goal interdependence: how parties view their goals. Referent power: based on an appeal to common experiences, common past, common fate, or membership in the same groups. Networks: power is derived from whatever flows through that location in the structure. Key aspects of networks: tie strength, tie content, network structure.
