Chapter 8: The Role of Power pptx

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
•
Social networks
•
Physical appearance

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
•
Useful when other side takes offense or
negatively reacts to statements
•
“If you don’t mind, let’s back up here to see if
I’ve misstated my intentions.”
•
“If I seemed to be abrasive a few moments ago…”
•
“I may have spoken too quickly”

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
•
Utilize when they are highly regarded and
perceived as credible sources
•
Make a subtle reference

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