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 PowerChapter 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 PowerThe 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 KnowIt’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 [...]... 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 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 ... Power The text describes 16 rules for using  power in negotiation.  Each will be  discussed in the following slides. 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 #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 ... 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 #12: Remain Flexible  Constantly reevaluate the effectiveness  of your choices  Be prepared for anything  Utilize creative thinking and  experimentation 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 ... 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 #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 long­lasting conflict; high levels of distrust ... 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 #1: Establish Credibility  Introduction by others  Biographical sketch  Take notes  Be a good listener   Demonstrate recall & understanding of information  Suggest an agenda Rules for Using Power The text describes 16 rules for using  power in negotiation.  Each will be  discussed in the following slides. ... 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 #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 . The Role of PowerChapter 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 . 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 KnowIt’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