Unit I: The Negotiation

Unit I: The Negotiation

1. Power, The balance of Power & Negotiator Profile

   • Balance of power
     • Is a system that allows it to become a broad framework that stems from the policies that are interested in maintaining balanced power situations and this allows to create rules of operation established in a system of balance of power.
       • Polarity: related to the number of participants in this system, from here there are two different lines of thought. The first one, notes that the system of balance of power can exist both with a composition bipolar or simple as with a multipolar or complex. Bipolar refers to the existence of a key element, but not indispensable, and the multipolar refers to the need for more than one main element.
       • Stability: arguing the capacity of the system to create equilibrium situations.
         • Morton Kaplan (1957) 6 Rules of the system:
           • 1. Increase strength, but negotiate rather than fight; 2. To fight rather than to fail in the increase of forces; 3. Stop fighting, rather than eliminating an essential actor; 4. Confront any actor or coalition that pretends to assume a predominant role in the system; 5. Contain participants who subscribe to organizational principles 6. Allow access to the new participant system.
   • Power
     • The ability to coerce someone to do something he would not otherwise do. Exercising power typically means imposing costs on the other side or threatening to do so.
       • 2 common forms
         • Acts of aggression: Sabotage, physical attack.
         • Benefits from a relationship: Influence
   • Negotiator Profile:
     • A handful of personal characteristics and social attributes contribute to successful negotiations.
       • • Empathy is the ability to participate in another’s feelings or ideas, to put yourself in someone else’s shoes. It’s the bedrock of successful communication and a necessary trait for great negotiators.
         • • Respect closely follows empathy. In order to respect other people and the limits they set, you must first have respect for yourself and the limits you set.
           • • Integrity includes honesty and trustworthiness — qualities necessary for others to trust you in a negotiation. You can hone your integrity by following rules, keeping agreements (without reminders), and being steadfastly honest.
             • • Fairness is another trait based on empathy. You must believe that the needs and wants of other people are just as worthwhile as your own.
               • • Patience is the act of bearing pains or trials without complaint. Tolerating frustration and adversity on the way to reaching your goals — and not giving up — is a way to demonstrate patience.

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