Power is the important factor in negotiation because it gives one negotiator an advantage over the other party. In negotiation we can define power in two perspectives, that is power used to dominate and control the other (power over) and power used to work together with the other (power with). Then, we have to understand how people acquire power. Power comes from difference ways, we can classify power in to five groups. Firstly, informational sources of power is derived from the negotiator’s ability to assemble and organize facts and data to support his or her position, arguments, or desired outcomes. It is as a tool to challenge the other party. Secondly, power based on personality and individual differences, we emphasize power from individual. Then, power based on position in organization, power in job description and power to control of resources associated with that position. Then, power based on relationship, we talk about power that occurs in relationship or network and finally power can occur in the context, situation, or environment in which negotiation take place. If we want to deal with others who have more power we have to try to decrease the other party’s power, increase your power, ask lots of questions to gain more information.
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