tailieunhanh - Chapter 8: The Role of Power

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