Chapter 8: The Role of Power pptx

Rule #3: Don’t Have All the Answers Don’t flaunt your expertise  Help the other side remain confident face issues  Utilize esteem-reviving comments negatively reacts to statements I’v

The Role of Power

 Role of Power

 Rules for Using Power

Role of Power

 Power defined:

authority

 Sources of Power

Rules for Using Power

The text describes 16 rules for using power in negotiation Each will be discussed in the following slides.

Rule #1: Establish Credibility

 Introduction by others

 Biographical sketch

 Take notes

 Be a good listener

 Demonstrate recall & understanding of information

 Suggest an agenda

Rule #2: Do Your Research

 Smart talk – sounding confident,

articulate or eloquent

 Stay abreast of content areas and read

a broad range of materials

 Knowledge leads to confidence

 Present information constructively and with intent to help

Rule #3: Don’t Have All the Answers

 Don’t flaunt your expertise

 Help the other side remain confident (face issues)

 Utilize esteem-reviving comments

negatively reacts to statements

I’ve misstated my intentions.”

Rule #4: Don’t Sweat the Small Stuff

 Don’t push too hard for minor gains

 Quibbling over small stuff creates bad will

 Bundle small items with others into one package

• Example – Negotiating relocation expenses

as part of a salary negotiation

Rule #5: Create Dependence

 Create reliance

 Identify what you have the other side might want

 Relationship between power &

dependence

• Power A, B = Dependence B, A

• Power of person A over B is equal to the

dependence of person B on A

Rule #6: Power of Who You Know

It’s not what you know but who you know

 Identify how your negotiation counterpart

might perceive your references or

connections

perceived as credible sources

Rule #7: Don’t Appear Overbearing

 Show humility not arrogance

 Enhance the “face” of your counterpart

• “Now I see where you’re going with that

idea…It’s a good one”

• “I hadn’t thought of it that way”

• “You’re a step ahead of me on this one”

• “That’s more in your area of expertise

than mine, so I’d like to hear more”

Rule #8: Use Time Strategically

 Pace proposals so it fits the

circumstances and the other side’s

expectations

 Mirror your counterpart’s style to pace appropriately

 Be flexible

Rule #9: Carefully Choose Context

 The environment of negotiation can be

a powerful inhibitor or facilitator of

negotiation success

• Food, room, lighting, temperature,

seating, etc.

 Create the ambience or atmosphere

that is most conducive for each

particular negotiation instance

Rule #10: Threat is a Last Resort

 Negotiators who use cooperative strategies have

higher joint gains than those who don’t

 Those using more competitive strategies as demands

or threats fail to achieve optimum outcomes

 Veiled threat – subtle and deniable

• Use statements

• Questions

• Hypothetical scenario

• Utilize to redirect discussion or prompt reconsideration of

an undesirable action plan

Rule #11: Don’t Play Same Hand Twice

 Develop extensive command of

negotiation strategies or a repertoire of strategies and tactics

 Don’t utilize the same tactic/strategy

more than once – might be perceived as predictable and less skilled

Rule #12: Remain Flexible

 Constantly reevaluate the effectiveness

of your choices

 Be prepared for anything

 Utilize creative thinking and

experimentation

Rule #13: Understand Political Landscape

 Types of Political Environments

• Minimally Politicized Arena – power possessed by those who are truthful and demonstrate regard for their own

outcomes and those of others

• Moderately Politicized Area – greater acceptance of behind-the-scenes tactics so long as the goals of the group are

achieved

• Highly Politicized Arena – conflict is frequent and often

pervasive – who you know more important that what you know

• Pathologically Politicized Arena – characterized by

frequent, often long-lasting conflict; high levels of distrust

Rule #14: Don’t Negotiate Alone

 Have support of others – either present

or whom you can mention during the negotiation process

 “Friends in high places” are an

important part of evidentiary support

Rule #15: Don’t Become Flustered

 Keep your cool

 Attempt to redirect using framing

• “That’s an interesting twist on things”

• “You’ve obviously done your homework,

but let’s also consider…”

 Preparation is key

Rule #16: Find the Soft Spot

 Encourage others to open up

• Gain disclosure of something private or

personal about your counterpart

• Expression of trust

 Identify true motivations and sources of objections

 Be patient and use probing questions

 Attempt to satisfy some need