Learning Unit 2 : Categories of Influence

• Personal relationship short and long term considerations
• Status difference
• Higher connections with sources of power
• Expectations about outcomes
• Information and expertise
• Reputation of the other person for success or failure
• Aiming
• Location the negotiation environment
• Formality
• Work pressure
• Personal likes and dislikes
• Mutual Obligations
• Concern for working relationships
  

Some Personal Questions

• Both formal and informal negotiations are influenced by such questions raised within you.
• Should my position on this proposal/issue take into account likely effect on our future working relationships?
• Am I allowing myself to be unduly influenced by a sense of obligation?
• Am I hoping to achieve too much by emphasizing past obligation?
• Such self questioning would help you; overcome the undue effect of influence on your bargaining position and strength.
• As subordinate, if you have a good, case you should not hesitate to discuss with your boss your part of the matter.

Your subordinate position should modify your way but not you’re content. You should be polite but firm.