Discussion:
1: Negotiation
A recent university graduate with a degree in Project Manager and two years' experience recently interviewed for a job with a consulting company. A hiring manager from the consulting company called the graduate and offered him the job with a starting salary of $35, 000. The graduate has read in Jobs Inc. magazine that the average starting salary for a new hire with a degree and 2 years' experience is $38,000-$42,000.
This recent college graduate has asked you for advice on how to negotiate for a higher salary. Based on the readings from the text about the negotiation process along with any research you may have conducted in the Kaplan library, provide this graduate with a step by step explanation on how he/she should proceed.\
2: Power
"French and Raven five forms of power." Review the article, give a brief summary of the focus of the article and respond to the following questions:
French and Raven's Five Forms of Power
The most common description of power is French and Raven (1960). This divides power into five different forms.
Coercive power:
This is the power to force someone to do something against their will. It is often physical although other threats may be used. It is the power of dictators, despots and bullies. Coercion can result in physical harm, although its principal goal is compliance. Demonstrations of harm are often used to illustrate what will happen if compliance is not gained.
Reward power :
Reward power is the ability to give other people what they want, and hence ask them to do things for you in exchange.
Rewards can also be used to punish, such as when they are withheld. The promise is essentially the same: do this and you will get that.
Legitimate power :
Legitimate power is that which is invested in a role. Kings, policemen and managers all have legitimate power. The legitimacy may come from a higher power, often one with coercive power. Legitimate power can often thus be the acceptable face of raw power.
Referent power :
This is the power from another person liking you or wanting to be like you. It is the power of charisma and fame and is wielded by all celebrities (by definition) as well as more local social leaders. In wanting to be like these people, we stand near them, hoping some of the charisma will rub off onto us.
Expert power :
When I have knowledge and skill that someone else requires, then I have Expert power. This is a very common form of power and is the basis for a very large proportion of human collaboration, including most companies where the principle of specialization allows large and complex enterprises to be undertaken.
1. What is your primary form of power you tend to use most frequently? How is power different from politics?
2. Provide an example of how you have used the different 5 forms of power or heard or seen someone else using them. Were these forms of power used appropriately considering the situation you described? Please explain why or why not?