The Role of Power

Role of Power  Power defined: ã Ability or official capacity to exercise control; authority ã Ability to influence or control others  Sources of Power ã Information ã Status ã Social networks ã Physical appearance The text describes 16 rules f

The Role of ;

Power

Chapter 8

Outline

" Role of Power

= Rules for Using Power

Role of Power

=" Power defined:

¢ Ability or official capacity to exercise control;

authority

¢ Ability to influence or control others

=" Sources of Power

¢ Information

¢ Status Many elem =8 Le) 6

- Physical appearance

Rules for Using Power

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

Be /? 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

=a /* Rule #3: Don’t Have All the

_Ắ

—

= Don’t flaunt your expertise

" Help the other side remain confident (face

iSSues)

= Utilize esteem-reviving comments

e Useful when other side takes offense or

negatively reacts to statements

¢ “If you dont mind, let’s back up here to see if I've misstated my intentions.”

- “If | seemed to be abrasive a few moments ago ”

- “[may have spoken too quickly”

=a /* 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 onA

es /? Rule #6: Power of Who You

It's not what you know but who you know

" Identify how your negotiation counterpart

might perceive your references or

connections

¢ Utilize when they are highly regarded and perceived as credible sources

e Make a subtle reference

vi} 1f/

Rule #7: Don't Appear

Overbearing

= Show humility not arrogance

= Enhance the “face” of your counterpart

- “Now | see where you're going with that idea It’s a good one”

¢ “[ 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”

Be /? Rule #8: Use Time

1 Stratedicall

= Pace proposals so it fits the

circumstances and the other side's

expectations

= Mirror your counterpart’s style to pace

appropriately

" Be flexible

vi} 1f/

/°° Rule #9: Carefully Choose

-ê Context

her

= 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

aa /* Rule #10: Threat is a Last

—_

= 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

= 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

aa /* Rule #14: Don’t Negotiate

1 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

l 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