Gaining Leverage Through Power And Persuasion - created from Mind Map

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introduction

Leveraging power from your Batna

Leveraging power though persuasion

Persuasive Communication

Perceived as balanced specifically the parties bargaining power balanced

power is the ability to induce the other party to settle for less than it wanted

POWER AND PURSUASION

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

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

How can these alternatives be achieved during negotiations ?

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

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

1. Frame the question that is vital - present it in the most favoable light

Tools for Persuasive Communication

2. Marshal persuasive arguments to answer that question

tactics that make an argument persuasive

1. Passion (Pathos) - focus on emotion 2. Logic( Logos) - focus on information 3. Chaacte ( ETHOS) - focus on the person

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

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

1. identify the decision maker

Leveranging Power Through Pressure Tactics

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

power is always relative

power can be real or perceived

belief power will be used make it unnecessary

ends and means can't be separated

can be limited by outside influences

involves risks and cost

balance of power may change