Gaining Leverage Through Power And Persuasion

Gaining Leverage Through Power And Persuasion

1. introduction

   • Perceived as balanced specifically the parties bargaining power balanced

2. Leveraging power from your Batna

   • power is the ability to induce the other party to settle for less than it wanted
     • leverage refer to the use of power to achieve your aims
       • most essential source of bargaining power is ability to walk away (BATNA)
         • (BATNA)- " In the eye of beholder" does not to be objectively "better " than the other party
           • believe negotiated outcomes of a paticular transaction are inferior to your altenatives, may reasonably decide to quit
             • BATNA is a perceived value
   • POWER AND PURSUASION
     • BOTH parties bring bargaining power to the table
       • negotiation outcome , to some extend depends on the power balance
         • power situations
           • 1. Balance
             • 2. A Power Advantage
               • 3. B Power Advantage
                 • If your BATNA IS inferior
                   • if parties believe BATNA is inferior to the other party
                     • 1. Keep your BATNA concealed,perceived strength increase
                       • 2.Weaken the other party 's BATNA
                         • 3. Team up with other parties to increase your BATNA
                   • How can these alternatives be achieved during negotiations ?
                     • introduce new information
                       • seek a new outside option to a settlement
                         • seek a third party''s opinion
                           • alter the other party's perception of your BATNA

3. Leveraging power though persuasion

   • 1. Frame the question that is vital - present it in the most favoable light
     • 2. Marshal persuasive arguments to answer that question
       • tactics that make an argument persuasive
         • 1. Metaphor - a powerful way to convey
           • 2. Humor : can create a positive atmosphere or diffuse a tense moment
             • 3. Using props: Visual people respond better to images and words than verbal communication
               • 4. Storytelling : convey the interests
                 • 5. Focus on other party's perpective : use either a central route
                   • Match nonverbal communication to verbal
       • 1. Passion (Pathos) - focus on emotion 2. Logic( Logos) - focus on information 3. Chaacte ( ETHOS) - focus on the person
   • Tools for Persuasive Communication
     • successful negotiators create leveage though persuasive
       • 1. verbal communication : direct single dialogue
         • 2. Nonverbal communication- can add emphasis through body language, facial expressions, actions
           • Kinesis - posture and physical movements
             • Eye movement - maintain eye contact
               • Facial Expression - can express anger, happiness, fear , concern
                 • Gestures- can be misread
                   • Time and space : arriving on time , pleasant meeting space send cues

4. Persuasive Communication

   • 1. identify the decision maker
     • 2. address needs of an individual team members
       • 3. Frame the issue in terms of achieving common good for both parties, or meeting shared core value
         • 4. Share the diagonosis of the problem
   • Leveranging Power Through Pressure Tactics
     • power is always relative
       • belief power will be used make it unnecessary
         • ends and means can't be separated
     • power can be real or perceived
       • can be limited by outside influences
         • involves risks and cost
           • balance of power may change

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