Power Dynamics & Influence Flashcards

A negotiator who controls access to a scarce resource the other party urgently needs is exercising which type of power?

Answer: Resource power

Resource power derives from controlling something the other side needs, creating leverage in the negotiation.

Which influence principle explains why a prospect is more likely to comply after receiving a small free gift?

Answer: Reciprocity

Cialdini's reciprocity principle holds that people feel obligated to return favors, making them more likely to comply after receiving something.

When a negotiator deliberately reveals a weakness to build credibility with the other side, this tactic is best described as:

Answer: Strategic vulnerability

Strategic vulnerability involves selectively disclosing a limitation to appear honest and increase the other party's trust.

A union negotiator says, 'My members will never accept less than a 5% raise—my hands are tied.' This illustrates the use of:

Answer: Artificial constraints

Artificial constraints create the impression of limited authority or flexibility, shifting pressure to the other side to make concessions.

In a multi-party negotiation, the party that controls the agenda and meeting structure holds which form of power?

Answer: Process power

Process power comes from controlling how the negotiation is structured, including sequencing, timing, and topics discussed.

A negotiator improves their power position most directly by:

Answer: Strengthening their BATNA

A strong BATNA reduces dependence on the current negotiation, giving the negotiator more power and willingness to walk away.

Which power source is most at risk when a negotiator is caught making a false claim?

Answer: Referent power

Referent power is based on likability and trust; a discovered lie destroys the relationship and personal credibility underlying that power.