Essential of Negotiation Chapter7. Mindmap and Summary

Chapter 7.
This chpater is finding and using negotiation power focuses on power in negotiation. All negotiators want to control the process of the negotiation to achieve their preconcerted objective. First, the chapter begins with the definition of power. It says there are two different perspectives about power. One is “power over” and another is “power with”. Second, the chapter introduces five major sources of power. Those are informational source of power, personal sources of power, power based on position in an organization, relationship-based sources of power, and contextual sources of power. Final, the chapter tells us how to deal with others who have more power. It provides eight advice of Michael Watkins who specifically addresses the problem of “dancing with elephants” and highlights ways that lower power parties can deal with the big players in business deals and partnerships. In conclusion, when we review the whole chapter, we can understand that “power with” is more critical to successful integrative negotiation.