Chapter 8: The Role of Power

Chia sẻ: Mr Tuấn | Ngày: | Loại File: PPT | Số trang:20

Thêm vào BST

Báo xấu

98
lượt xem 13
download

Download Vui lòng tải xuống để xem tài liệu đầy đủ

Identify how your negotiation counterpart might perceive your references or connections...

Chủ đề:

Bình luận(0) Đăng nhập để gửi bình luận!

Lưu

Nội dung Text: Chapter 8: The Role of Power

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 esteemreviving 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 thescenes 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 longlasting 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