Referent power is most successful in negotiation when the referents are aware that a counterpart identifies with or has an attraction to them.

Question

Quizplus · Accepted Answer

Referent power is the influence that one has based on their charisma, likability, or personal attractiveness. This type of power is most effective in negotiation when the counterpart feels a sense of identification or attraction to the person with referent power. This is because the counterpart is more likely to be influenced by someone they admire or respect. Therefore, the statement is true.

Referent Power Is Most Successful in Negotiation When the Referents