chapter 6

Question 1

Types of power

Answer 1

positional
reward power: can issue rewards
coercive power: can issue punishments
legitimate power: can issue formal commands

personal
expert power: experience or specialist knowledge
referent power: trusted and respected
informational power: ability to assemble data

Question 2

Personal power sources

Answer 2

cognitive (ideological frames about power): unitary pluralist radical
motivational (orientation towards cooperation vs competition)
disposition and skills
moral views of power

Question 3

Positional power sources

Answer 3

legitimate power

control of resources

Question 4

Relationship based sources of power

Answer 4

goal interdependence (common goal)
referent power (common experience, trust, respect)
networks

Question 5

roles within social networks

Answer 5

hub (know everyone)
gatekeeper (link disconnected pieces)
pulsetaker (influencers, insight into culture and psychology of network)

Question 6

contextual sources of power

Answer 6

BATNA
culture
constituencies and external audiences

Question 7

real vs perceived power

Answer 7

power exists only when we let it. being powerful and feeling powerful are the same for negotiations