Power in a Negotiation - Strategic Orientation

The video discusses the role of power in negotiation, focusing on its characteristics and uses. It explains how power can be oppressive or supportive and how it influences negotiation dynamics. The video also covers different approaches to power, such as increasing one's own power or decreasing the opponent's power. It introduces types of power, including potential, perceived, and realized power, and how they affect negotiations. The video concludes with a brief mention of future topics on power sources.

What is a key characteristic of power in negotiations?

• It always requires consent from others.

• It is never competitive.

• It is only used in collaborative settings.

• It can influence others without their consent.

How can power be perceived in the context of law enforcement?

• As always oppressive and abusive.

• As benign and supportive.

• As irrelevant to societal rules.

• As only beneficial to the government.

What is one way to increase your power in a negotiation?

• By avoiding any power dynamics.

• By focusing solely on your own needs.

• By ignoring the other party's power.

• By decreasing the other party's power.

What is potential power in a negotiation?

• Power that someone has the ability to exert.

• Power that is currently being used.

• Power that is irrelevant to the negotiation.

• Power that is perceived by others.

How does perceived power affect negotiations?

• It has no impact on the negotiation.

• It is always based on actual power.

• It only affects the party with less power.

• It can strongly influence the other party.