The Role of Power
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The Role of
Power
Chapter 8
Outline
Role of Power
Rules for Using Power
Role of Power
Power defined:
•
Ability or official capacity to exercise control;
authority
•
Ability to influence or control others
Sources of Power
•
Information
•
Status
•
Social networks
•
Physical appearance
Rules for Using Power
The text describes 16 rules for using
power in negotiation. Each will be
discussed in the following slides.
Rule #1: Establish
Credibility
Introduction by others
Biographical sketch
Take notes
Be a good listener
Demonstrate recall & understanding of
information
Suggest an agenda
Rule #2: Do Your Research
Smart talk – sounding confident,
articulate or eloquent
Stay abreast of content areas and read
a broad range of materials
Knowledge leads to confidence
Present information constructively and
with intent to help
Rule #3: Don’t Have All the
Answers
Don’t flaunt your expertise
Help the other side remain confident (face
issues)
Utilize esteemreviving comments
•
Useful when other side takes offense or
negatively reacts to statements
•
“If you don’t mind, let’s back up here to see if I’ve
misstated my intentions.”
•
“If I seemed to be abrasive a few moments ago…”
•
“I may have spoken too quickly”
Rule #4: Don’t Sweat the Small
Stuff
Don’t push too hard for minor gains
Quibbling over small stuff creates bad
will
Bundle small items with others into one
package
•
Example – Negotiating relocation
expenses as part of a salary negotiation
