The Application of Power in Negotiation-The Study of Theories and Cases
Date Issued
2010
Date
2010
Author(s)
黃健良
Abstract
THESIS ABSTRACT
Executive MBA Program
in Senior Public Administration
College of Management
National Taiwan University
NAME： Huang , Chien-Liang
MONTH/YEAR：January, 2010
ADVISER：Professor Chen, Chia-Shen
TITLE：The Application of Power in Negotiation─The Study of Theories and Cases
Power plays a very important role in human society, which includes organizational behavior and negotiation process. In an institutional society with division of labor, the existence of norms and institutional power is ubiquitous.To analyze the organizational behavior via the lens of power often brings us some deeper insights. The social interaction of people in the competition for resources and the distribution of benefits would inevitably produce a competing relationship of conflict and cooperation. As the civilization evolved, most of the conflicting problems were solved through the negotiations except few being settled by the violent means. Negotiation is a joint decision making process which integrates a variety of different viewpoints into a consensus. In an asymmetric power negotiation, the weaker parties could negotiate a better outcome through the effective use of power strategies and tactics.
In this thesis, four important cases have been probed by using the analytical framework of the concept of power in theory and practice, combining the theoretical models and negotiation strategies and tactics. It is found that the gains or the losses of the outcome were decided by success or failure of the use of power in the negotiation process.
The purpose of the present study is to explore the role of power, which played in the interpersonal, inter-organizational as well as international relationship, and to explore its application in various negotiation processes. One can learn how to use the power in the negotiation process through the exploration of theory and practice. It is hoped that further insights could be gained and applied for the real works.
This thesis first probes the nature of power and illustrates the power concepts in various theories, features of power, and the use of power in its deformation and combination of forms. Then, the discussions touch upon the types of negotiation theory, strategy and tactics and the strategic and tactical use of power in the negotiation process. Finally, the theories of power and the negotiation strategies and tactics are used to analyze the Munich Agreement negotiation, the Cuban Missile Crisis negotiation, the US and Canada FTA consultations as well as the Cross-strait ECFA talks. Through the exploration of the nature of power, the studies of the theories of negotiation models and strategies and in-depth analysis of the above-mentioned four cases, we found that those who engaged in the practical negotiation could learn how to negotiate further and apply the power in the best way to obtain a favorable outcome.
The weaker party could enhance its own power through the effective use of negotiation strategies and skills, the effective mobilization of resources and the third party alliances or the other strategies so as to change its own weaker power position. The stronger party would apply power more effectively in the negotiation while understanding the nature of power. Through the exchange and creation of interests, not only the stronger party could gain more interests than the pre-negotiation, the weaker party could also get more benefits than those without negotiation and reached an all parties win negotiation.
Keywords: power;negotiation;strategy;tactics;Munich Agreement;the Cuban Crisis;FTA;ECFA
Subjects
power
negotiation
strategy
tactics
Munich Agreement
the Cuban Crisis
FTA
ECFA
Type
thesis
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