The power can be defined as an edge that we can have it on the other party during negotiation. There are two thought processes about the power, which are:
1) Power over: is basically dominating and making sure the forfeit of the other party.
2) Power with: is jointly shared, this is used when one or more parties independently may not achieve their goal hence to better the chance of achieving them they become ally.
There are five major source of power:
1) Informational source of power – Knowledge and expertise.
2) Personal source of power – psychological, cognitive, motivational, moral and certain skills.
3) Position based source of power – legal power and resource control.
4) Relationship power.
5) Contextual source of power – agents and organizational or national culture in which negotiation takes place.
In conclusion, power can be very hard to pin down and momentary in negotiation. Anything could be a source of power and put you in upper hand. At the same time power without skills and experience may not fetch great results for amateur negotiator.
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