Chapter 10 Effects of Power in Negotiation CONFLICT

Chapter 10 Effects of Power in Negotiation CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Power in Negotiation Personal power is the most critical power. n Personal power comes from knowing oneself. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Types of Power n n n Legitimacy–real, perceived, or imaginary Position–a form of legitimate power Expertise–real or perceived Reward–real or imaginary Coercive–real or imaginary Referent–the power of making others want to be like you. Situation Identification–commonalities that draw people together Popularity or the Power of Needs Persistence Patience CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Real Versus Perceived Power Most powers must be permitted or enabled. n Real coercive power is an exception. n If someone can really hurt you, negotiation is risky. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Using Power used aggressively or to pressure, intimidate, or manipulate is to apply powerover tactics. n Power given to or shared with others is to apply power-to tactics. n Power-over tactics are divisive or destructive. n Power-to tactics are constructive. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Power-To and -Over Examples Reasoning–power-to n Trading–power-to n Friendliness–power-to n Feigned friendliness–power-over n Drawing coalitions–power-to or power-over n Going to high authority–power-over n Giving sanctions–power-over n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Sometimes a person who perceives him/herself as powerless will employ power-over tactics. n A powerless person has nothing to lose and is unpredictable. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Psychological Games Psychological maneuvers and stratagems are intentional patterns of behavior designed to manipulate others. n Maneuvers are brief. n Strategems are prolonged. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Con games seek immediate tangible results. n Head games seek emotional effects intended for ultimate tangible gain. n Ø Remember that most power does not exist unless you let it! CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Reactance Theory Reverse psychology is the common name for pretending to withhold something on the assumption that we all want what we can’t have. n It is risky, but sometimes effective. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

Bluffing Lying? n A psychological Game at best. n If you bluff, don’t get caught! n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458

“Let us never negotiate out of fear, but let us never fear to negotiate. ” John F. Kennedy CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458