Running head: POWER THAT WORKS1BUS 340 Purchase and Contract
Negotiation Week 10 Discussion 2: Power That
WorksNameInstitutionPOWER THAT WORKS2Power that WorksThe power of
negotiation is defined as the negotiators influence over the other
party. Thedifferent qualities that one has enable them to have an
advantage over the other party. There arecircumstances where one
might have the power and not use it to win the negotiations. It
isimportant to recognize the power that one has as it allows the
negotiation to take shape (Kim,Pinkley, & Fragale, 2005). One
of the powers that one can use is the position that they hold inthe
organization. The recognition of the power helps in shaping of the
negotiation process as theyare aware of the tactics that they use
in their specific department. It is difficult to influence
thepowers of another department but it is easy to influenc …