Gaining Leverage in Negotiations - Coursework Example

Gaining Leverage in Negotiations al Affiliation) Gaining Leverage in Negotiations Power relates to the ability to do something, act in a particular way, or influence the behavior of others because of an action or presence of someone or something (Raven, 1990). Leverage on the other hand is the ability or power to influence people, events, things or decisions (Carrell & Heavrin, 2008). The most essential power of bargaining strategy in any negotiation process is the ability of the negotiator to walk away after evaluating all the alternatives and implementing the best alternative course of action and not arriving into a conclusion (Carrell & Heavrin, 2008).

French and Raven’s five sources of power (1956) refer to a research of where power comes from conducted by social psychologists John R. P. French and Bertram Raven (Changing Minds, 2015). French and Raven derived five bases of power that include legitimate power, coercive power, reward power, referent power, and expert power (Raven, 1990). Legitimate power manifests in kings, police officers, and managers and can achieve effective negotiations by taking advantage of the position to influence people since it is the position they obey and not the holder (Changing Minds, 2015).

Coercive power possessed by dictators and bullies can achieve effective negotiations by demonstrating physical harm to the other party. Reward power is often evident in work places and can achieve effective negotiations by offering a reasonable reward to the other party in order to compel him or her to do as your wish. Referent power can apply in celebrities and social leaders who influence those who want to be like them by excluding them from the negotiations. Lastly, expert power can achieve effective negotiations by influencing others to demonstrate or boycott an activity.

ReferencesCarrell, M.R. & Heavrin, C. (2008). Negotiating essentials: Theory, skills, and practices. Upper Saddle, NJ: Pearson Prentice Hall.Changing minds. (2015). French and Raven’s Forms of Power. Retrieved from: http://changingminds.org/explanations/power/french_and_raven.htmRaven, B. H. (1990). Political applications of the psychology of interpersonal influence andSocial power. Retrieved from: http://www.uni-klu.ac.at/pfo/downloads/Submission_Krause_Kearney_Power_Bases_in_Different_Contexts.pdf