Gaining Leverage in Negotiations Coursework Example | Topics and Well Written Essays - 250 words

Gaining Leverage in Negotiations - Coursework Example French and Raven’s five sources of power (1956) refer to a research of where power comes from conducted by social psychologists John R. P. French and Bertram Raven (Changing Minds, 2015). French and Raven derived five bases of power that include legitimate power, coercive power, reward power, referent power, and expert power (Raven, 1990). Legitimate power manifests in kings, police officers, and managers and can achieve effective negotiations by taking advantage of the position to influence people since it is the position they obey and not the holder (Changing Minds, 2015). Coercive power possessed by dictators and bullies can achieve effective negotiations by demonstrating physical harm to the other party. Reward power is often evident in work places and can achieve effective negotiations by offering a reasonable reward to the other party in order to compel him or her to do as your wish. Referent power can apply in celebrities and social leaders who influence those who want to be like them by excluding them from the negotiations. Lastly, expert power can achieve effective negotiations by influencing others to demonstrate or boycott an