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Referent Power

In: Business and Management

Submitted By kyladelorey1
Words 4419
Pages 18
Referent Power Information Expertise
Expert Power

Any individual person who has an expertise that is highly valued possesses expert power. Experts have power even though their status might be regarded as being low. An person may have expert knowledge about technical, administrative, or personal matters. The harder it becomes to replace an expert; the higher becomes the degree of expert power that they possess. Expert power is occasionally called information power and is frequently a personal trait of the individual.

A personal assistant for example, who has lower status in the organisation may also possess a degree of high expert power because they have extensive knowledge of how the business operates such as knowing where everything is located or are able to deal with difficult situations.

Lewicki et al. (1985:249) states that people and countries will act sensibly when they have used up all other available possibilities. In any negotiation situation, expert power is the most standard type of power that is applied. Expert power consists of the persuasive nature of the information itself. It pertains to the amassing of information and how it is presented and is used with the intent of changing of how a counter party views the issues.

It is the contention of Lewicki et al. (1985:251) that expert power is a unique kind of information power. Information power can be applied by any individual who has studied and prepared their position prior to the start of a negotiation. According to Lewicki et al, expert power is rendered to any individual who are perceived as having mastered and organized a great abundance of information.

Lewicki et al. believe that there are processes that a negotiator can use to establish their expertise in the mind of the other party:

By quoting facts and figures.

By 'name dropping'.

By referring to documented...

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