Power at the Negotiating Table: Key Concepts in Negotiation

Everybody goes into a negotiation with power. The power to say yes, to say no, to move the negotiation forwards, or to frustrate progress. But where does this power come from?

Watching this video is worth 2 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.2
Program 5: Managerial Skillset
Course 2: Negotiation
Section 2: Key Concepts in Negotiation

Other videos about Key Concepts in Negotiation include:
. Core Principles of Negotiation    • Core Principles of Negotiation  
. Five Basic Negotiating Strategies    • Five Basic Negotiating Strategies - K...  
. Scope for Agreement    • Scope for Agreement - Key Concepts in...  
. Four Primary Negotiating Behaviors    • Four Primary Negotiating Behaviors - ...  
. Non-verbal Aspects of Negotiation    • Non-verbal Aspects of Negotiation: Ne...  . Negotiation Goes Bad: 6 Types of Bad Behavior    • Negotiation Goes Bad: How to Handle 6...  
. Leverage: Key Concepts in Negotiation    • What is Leverage? Key Concepts in Neg...  
. Negotiation Acronyms: How Many do You Know?    • Negotiation Acronyms: How Many do You...  


Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation -    • Fundamental Model of Negotiation - th...  


LESSON NOTES
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Granted Power
• Legitimate (=hierarchical) power
Authority to make decisions

• Resource Power
Bargaining chips for trading
Potentially abused as:
• Reward power
• Coercive power

Power from Within
• Knowledge/Information Power

‘Knowledge is Power’
But only if you know how to use it…
• Expert Power
Ability to use knowledge effectively
• These grant ‘intellectual authority’
• Network/Connection Power

‘It’s not what you know, but who you know’
• Charisma Power
The ability to influence through personality (as opposed to authority)
• Personal Power
. Self-confidence
. Self-assurance
. Self-control
• Project these with
. Calm and patient
. Measured pace
. Considered responses
. Low affect

The Trappings of Power
• How you present yourself
. Dress
. Accessories
. Organisation
. Speech
See our video on Gravitas
• How others respond to you
Followers, supporters


RECOMMENDED EXERCISE
======================
1. If you have not done so, watch our videos on the Psychology of Meetings:
- Power in the Meeting Room: Psychology of Seating Positions
...    • Power in the Meeting Room: Psychology...  
- Seating Psychology in One-on-One Meetings
...    • Seating Psychology in One-on-One Meet...  
2. Also take a look at some of our videos on Gravitas
- Credibility: Gain Gravitas through Knowledge and Experience    • Credibility: Gain Gravitas through Kn...  
- The Presence of Gravitas: How Deliberate Pacing makes People Take Note    • The Presence of Gravitas: How Deliber...  
- Speaking with the Voice of Authority: How it Builds Gravitas    • Speaking with the Voice of Authority:...  
- The Power of Silence: How to Use it to Enhance Your Gravitas    • Power of Silence: Transform Your Grav...  
- Style and Presentation to Enhance Your Gravitas
   • Style and Presentation to Enhance You...  
- Avoid Leaking Authority and Giving up Gravitas    • Avoid Leaking Authority and Giving up...  
- Structure Your Comments: 5 Ways to Enhance your Authority    • Structure Your Comments: 5 Ways to En...  
3. Next time you are at a negotiation meeting, notice how people deploy their power. After the meeting, reflect on the different forms of power people have used. Assess how effectively they used their power bases. (4 MC CPD Points)

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RECOMMENDED READING
=====================
Negotiate Wisely in Business and Technlogy (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
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