Q1. Using material from the handout Power in Negotiation as a framework for analysis, critique the role played by Donna Dubinsky, focusing on what you think she should have done differently to retain/enhance her power. (approx 1 to 1 ½ pages plus one or two exhibits that advance your analysis)
Note that the handout is rather dense. It’s a good idea to first glance through Table 10.1, Table 10.2 and Figure 10.1 and 10.2 in the handout and then read the rest of the text. Make sure you use these in your answer to Q1!
Q2. Compare and contrast Donna’s use of her power sources with that of Karen Leary, Lisa Benton and Basil Buzz Hargrove. Who displays the most effective use of power? Why? (approx 1 page)
Q3. Drawing on Q2, what general lessons you would draw regarding how environmental change affects the different faces of power? How can a manager use his/her different power bases effectively in initiating or coping with change? (approx 1 page)
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