Sources of Power in influence and negotiation

Power is a loose, hard to define term that includes personal attributes, resources, influences and authority. It can be useful to analyse what sources of power are in play in any particular conversation. Here are some sources of power: Positional Formal, authoritive, hierarchical and status related. Position power exists when one person is higher than another in an organisation. Resources and rewards valued Knowledge ability or rewards and information. expertise Possessing !nowledge. technical "s with professional ontrol of finance and other to people and especially,

resource power is easily withheld and is often used by professionals to counter positional power. Personal Influence prior achievement. # # including trac! record and Personal influence is exercised

in many way through interpersonal s!ills such as charm, plausibility, charm, intellectual weight, and sexual attractiveness. Networks and gossip within internal and external networ!s. an outside Energy leaders& triumphs. Others - 'here may be others which are important $%oft& gossip is often vital in terms of effectiveness customers. are and 'he lin!s dar! two %taying but to side the of and organisations world and have is

gossip is also well understood Stamina both often of important (any $great power and fre)uently characteristics in getting things done. these. resilience underestimated

where you wor!. Power (atrix *n a + point scale rate yourself and the other parties involved in this issue for relative power. 'his is not an exact approach but can ma!e it clearer where the power lies in the negotiation ,the column totals- and what sort of power is being used ,the row totals-.

Other Parties (e Positional .esources and rewards /nowledge and expertise Personal Influence 0etwor!s and gossip 1nergy and stamina *ther 2 *ther 3 Total Total

 Where does the power lie in this situation?

Is there a particular source of power in play here?

How can I reinforce an area I am weak in?

Am I making best use of my strengths?