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 [...]... 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... 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 behindthe-scenes tactics so long as the. .. 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... 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. .. 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... 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... 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 . 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;. 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 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