When we say someone is in a strong negotiating position, what do we mean?

Usually we’re
talking about some sort of leverage. It could mean they can walk away easily, or that they have
something the other side really wants. This article will discuss the six types of power a negotiator
can bring to bear, and show you how to think about them when preparing for your next
negotiation.

How to Prepare for a Negotiation

By Nathanael Okhuysen

Okhuysen, N (2018) How to Prepare for a Negotiation. Retrieved at

https://www.storyboardthat.com/

https://www.storyboardthat.com/articles/b/negotiation-planning-guide

Six Types of Negotiating Power

Constructive power is just the ability to provide or facilitate something

the other side wants. Examples of constructive power:

Constructive  A buyer has money, and a seller has goods or services.

Power  A librarian can show you where to find the documents you need
to research.
 Parking enforcement can tow that car parked in your spot.

Obstructive power is the ability to keep the other side from getting
something they want or to make something happen that they don’t want.
While it is frequently a mirror to constructive power, a party can also
take active steps to work against the interests of opposing negotiators.
There is a danger to relying on obstructive power: threats can quickly
Obstructive erode trust and make repeated negotiations less productive. Examples of
Power obstructive power:

 A tenant can withhold rent from a landlord.

 A bouncer can keep you out of a club.
 Parking enforcement can tow your car.
 Walking power is the freedom to walk away from a negotiation. It is
increased by a strong BATNA. It is important not to use this power too
forcefully; like obstructive power, it can erode trust. Walking power is
like an emergency parachute: it’s best when you don’t even need it.
Sources of walking power:
Walking Power
 A well thought out alternative
 Low investment in the outcome of the negotiation
 A desperate opponent

Normative power relies on an appeal to a common value. Fairness and

equality are frequently evoked values in negotiations. It doesn’t seem
right that one side should get a much better deal, or shoulder a
disproportionate share of costs.

While normative power is often overlooked, it is a cornerstone of

informal negotiations and compliments other powers well. It is
especially important to negotiators who have very little to bargain with
in the other power categories.

Normative Power Fairness and equality aren’t the only values a negotiator can leverage. A
party whose proposal would actively benefit society as a whole has
normative power as well. Negotiators who appeal to their opponent’s
better nature, or invoke lofty ideals of how things “ought” to be, are
usually demonstrating or exercising normative power. Some other
sources of normative power include:

 Wide popular approval

 A history or tradition of a practice
 The opinion of a recognized authority

Collective power is a capacity to enhance or augment another type of

power by reaching out to individuals or group outside the negotiation.
This may be a local organization or a wide network of contacts.
Collective Power
A familiar combination of collective and obstructive power are
boycotts. A group comes together to obstruct the interests of an
 organization whose policies they seek to change. Other examples of
collective power include:

 Inter-union solidarity
 En bloc voting
 Friends in high places

Personal power is usually what people mean when they say someone is
a good negotiator. In some negotiators, this is charisma or sheer force of
personality that allows them to win over other parties. It includes
abilities of a particular negotiator to work with others, problem solve, or
persuade. Personal negotiation power allows the other form of power to
be effectively deployed in competitive and collaborative negotiations.
Personal Power
An individual with personal power may be:

 A quick-talking con artist

 A sensitive and insightful listener
 A creative and candid problem solver

6 Types of Power
Example

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