Sources of Power in Negotiations

  • Positional Power or the Power of
    Legitimate Authority
    • "You do what I say because I'm the boss - that's why!"
    • "Like it or not - that's the law".
  • Rewards
    • "He bought his way in"...
    • "Do whatever he says - you'll be glad you did".
  • Sanctions
    • "She said she would just sue me"...
    • "If you continue to make these mistakes - at very least it means a demotion".
  • Force
    • "I will get you…and your children, if you continue…"
    • "This assignment isn't safe for a woman - we can't send you there".
  • Information
    • "He was able to get us the information we needed about what our competition is planning for the next year".
    • "You think you're being paid fairly? Let me tell you what others are making".
  • Expertise
    • "She is the most important employee here - she is the only person who really knows how the data system works".
    • "I don't care if there's a hiring freeze. Get me someone who knows about interoperability".
  • An Elegant Solution
    "We were completely stymied. He walked in here with a magic wand - he fit together all the pieces of the puzzle and found us a workable answer that helps everyone at least a little and saves face for everyone".
  • Charisma - referent authority - moral authority
    • "People would just stop what they were doing and watch him and listen to him and do their best to support whatever he wanted done".
    • "It was scary. But I got to my feet and said, 'You must stop this.' And he did".
  • Commitment
    • "She just never gave up. She camped outside his office night and day until finally he had to listen".
    • "We will go to the mat on this one - let there be no mistake. It's this or a strike".
  • Relationship - power gained or power lost
    • "Friends come and go - enemies accumulate forever".
    • "I know her and she is the only person I will deal with on this matter".
  • BATNA - the best alternative to a negotiated agreement
    • "They had all the time in the world and lots of other customers - they did not need us".
    • "The worst that can happen is that I will just go back where I came from. I might even like that".



Callback before_footer in local_aigrade component should be migrated to new hook callback for core\hook\output\before_footer_html_generation
  • line 7225 of /lib/moodlelib.php: call to debugging()
  • line 7292 of /lib/moodlelib.php: call to {closure}()
  • line 71 of /lib/classes/hook/output/before_footer_html_generation.php: call to get_plugins_with_function()
  • line 987 of /lib/classes/output/core_renderer.php: call to core\hook\output\before_footer_html_generation->process_legacy_callbacks()
  • line 154 of /mod/book/view.php: call to core\output\core_renderer->footer()