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 https://youtu.be/FiEneNag8cI
. Five Basic Negotiating Strategies https://youtu.be/DlV6phTGjoU
. Scope for Agreement https://youtu.be/cb1Bf09p2eg
. Four Primary Negotiating Behaviors https://youtu.be/eLmF8Kr2ppA
. Non-verbal Aspects of Negotiation https://youtu.be/4X2b_X_CGKE. Negotiation Goes Bad: 6 Types of Bad Behavior https://youtu.be/Akp4alv1cpc
. Leverage: Key Concepts in Negotiation https://youtu.be/ohoAyX_o-nU
. Negotiation Acronyms: How Many do You Know? https://youtu.be/_lhqUjyebxM
Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation - https://youtu.be/PKz4pDm1e90
LESSON NOTES
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
. https://youtu.be/Bh8MnOJ6RQw
- Seating Psychology in One-on-One Meetings
. https://youtu.be/bh_R7z8uquA
2. Also take a look at some of our videos on Gravitas
- Credibility: Gain Gravitas through Knowledge and Experience https://youtu.be/KeR72NWxfB4
- The Presence of Gravitas: How Deliberate Pacing makes People Take Note https://youtu.be/9maBWUa8j5c
- Speaking with the Voice of Authority: How it Builds Gravitas https://youtu.be/EefSdq4P3qo
- The Power of Silence: How to Use it to Enhance Your Gravitas https://youtu.be/A3WpgR6biu4
- Style and Presentation to Enhance Your Gravitas
https://youtu.be/IeRlYtS-5iU
- Avoid Leaking Authority and Giving up Gravitas https://youtu.be/UcosCN6-teE
- Structure Your Comments: 5 Ways to Enhance your Authority https://youtu.be/jyH4PtqLlZw
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)
DOWNLOADS
Free Resources
- CPD Tools - https://gum.co/MC-CPD
Paid resources
- Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
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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