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POWER NEGOTIATION
RIMMON A. PARENMaster in Business Administration
Senior Student
POWER NEGOTIATING
Sharpen your beat-the system skills.
Tap the hidden powers within YOU! Understand body language Discover and develop your charisma Manipulate a confrontation(Everything form the physical setting to the actual
argument)
Use fear & anger effectively without losing your “cool”.
MOTIVATING OPPONENTS SO
THAT YOUR OBJECTIVE BECOME
THEIRS!“There are but two powers in the world, the sword and the mind, in the long run the sword is always beaten by the mind.”
Napoleon
When to Use Power Negotiation
Purchasing or remodeling a home Buying a Car or an appliance Asking the boss for a raise, etc.
To achieve your goals, you must have a working arsenal of power negotiating techniques. And more important is possessing a precise and accurate knowledge of the conception of power.
Glossary of Terms Power = (lit.) the ability to accomplish
objectives, i.e. Physical strength, force, high position
Art of persuasion = Motivation Negotiator = asking or pushing favor/s Opponent = recipient of negotiation
techniques & strategies Negotiator’s negotiating objective =
goal Leverage = Process of increasing
power to attain the desired result
Chapter 1 POWER NEGOTIATING
DEFINED
Any systematic treatment of a subject should begin with a definition so that everyone may understand what is the object of the inquiry.
Cicero
Power – the ability to accomplish objectives, i.e. Physical strength, force, high position
Negotiating – motivating, persuading
Power - the ability to accomplish objectives, i.e. Physical strength, force, high position
Goals:Accomplish objectivesMotivate opponent
Power Negotiating
The ability of the negotiator to motivate an opponent in a manner that is favorable to the negotiator’s negotiating objectives.
The “Crooked Picture” Power negotiating technique Usually used for opponents that has
strong negotiating positions. Most especially for PERFECTIONIST, it makes them uneasy.
It is an act of breaking the opponents concentration Example:
Picture frame hanged crooked. Sloppily stacked papers, books Overflowing ashtrays
Objective:
Impairment Distraction Unfunctional
Result:
Air of discontentment
Impaired presentation
Favorable condition to the negotiator
Negotiator’s negotiating objectives are becoming favorable because of decrease of opponents effectiveness automatically means an increase in negotiator’s effectiveness.
Be careful!
Negotiation is a very delicate business, it is mind pitted against mind.
A simulation:
Confidence Level
Negotiator Opponent
Be Careful!
Negotiation is a very delicate business, it is mind pitted against mind.
!
Vs.
Chapter 2
An Essential Primary Steps in Using Negotiating Power
….Our opponent is our helper.
Edmund Burke
World War II Lesson
Gen. G.S. Patton vs. Field Marshall Erwin Rommel
Gen. Patton read the books of FM E. Rommel about “OPN Desert Fox” thus defeating the latter.
Observe this things!
Opponents habit – we tell people all about ourselves by our habits.
Physical Outlook:
• Nicotine stained finger
• Sloppily dressed
• Coffee drinkers and etc.
Personal Contacts-time to be
observant From the first time the opponent sits
down to negotiate, watch for the habits.
Leg Crossing Leaning Body Jerking Movement Sudden raise of voice
Weak manifestation of advocacy
Background Investigation- Former encounter with other
negotiator
HAZARDS! Inaccuracy of the information Mistaken conception, biased, or prone
to exaggerate Anticipated info gathering may leak
“false” information Can be used by opponent for further
encounters.
Scrutinize Opponent’s Written Works Read published books, but better
take an account on oral statement where he/she will not be unable to rehearse, edit or prune.
Sample Case:
Labor Union vs. Administrator
Anticipation
Negotiator may use tentative countering strategy and provide facts & arguments to increase the negotiators upper hand of the situation.
Out-of-date writings
Thinking shifts overtime – don’t rely on it too much.
Somehow, it might reflect still his personality or line of thinking by his or her previous writings.
The Necessity for Probing
Watch the opponents action and derive a conclusion by reasoning that those actions are his/her habit, and equally important is to listen to every word the opponent says.
OBSERVATIONS: Financially Conservative – puffed the cigar up to
the filter or virtually burn one’s finger. Unnoticed the burning flesh made by cigar.
OBSERVE:
Observe a preoccupied opponent, he is vulnerable!
Applying to what you see and hear towards winning the negotiation.
Chapter 3
Use of Leverage to Increase Negotiating Power
Give me a lever long enough and a prop strong enough, I can single handed move the world.
Archimedes
ADVANTAGE
Advance Knowledge Use of fear
Sample Case:
Parcel of Land for Sale
Benefits
As the lever grows longer, the effort is less in moving your objective toward the goal.
Increasing your negotiating leverage or power gives you a more advantageous position to move or persuade the opponent.
Chapter 4
Features:
Take time to think –it is a source of power
Old Irish Prayer
Four Conception of Power
Two, pertains directly to you, perception of own negotiating power and your conception of the extent of your opponent’s negotiating power.
Two, pertains to the opponent, your opponent’s conception of the extent of your negotiating power and your opponent’s conception of the extent of his negotiating power.
Emotional Intelligence (E.Q.)
EMOTIONAL UNEMOTIONAL
Accuracy in Judgment
Chapter 5
Negotiator’s Conception of their Own Negotiating Power Should Be:
Evaluate the strength & weaknesses (YOU)
Gather all facts Research on Laws – if a legal problem Decision making on favorable and
unfavorable conditions
Points to Ponder!
Avoid over estimating or under estimating your potential.
Towards opponent – Rule of Thumb To over estimate the opponent’s
negotiating power rather than under estimating it.
-Avoid being caught off-guard.
Advantage
Why the certainty on conception of the opponent towards the negotiator’s power
Show the force (Intimidation) Repetition – mother of all learning
ex. Advertisements, flaunting
Disadvantage
Might be misconstrued as just a show of force and not a real threat by an experienced negotiator.
Benefits:
Understanding Potential Power Means: Affects the final negotiation outcome
Sample Case: Employee asking for a raise.