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.