Business Communication for Career

Readiness
The Art of Negotiation
Module 2

with Sue Robins, M.S.

 Module 2 Topics
• Balance of power
 Module 2 Topics
• Balance of power
• Trust & Authority
 Module 2 Topics
• Balance of power
• Trust & Authority
• Value & Fairness
 Module 2 Topics
• Balance of power
• Trust & Authority
• Value & Fairness
• Emotional Impact
 Objectives

• Clarify factors that influence a negotiation

• Understand meaning of value and options
• Understand role of fairness
• How to define success in a negotiation
What is Power?
 What is Power?
• Ability to influence
 What is Power?
• Ability to influence
• Often underutilized
 What is Power?
• Ability to influence
• Often underutilized
• Power comes from knowledge
 What is Power?
• Ability to influence
• Often underutilized
• Power comes from knowledge
• Power comes from information
 What is Power?
• Ability to influence
• Often underutilized
• Power comes from knowledge
• Power comes from information
• Comes from self confidence
 10 Types of Power

• Position • Gender
• Knowledge • Powerlessness
• Character • Charisma
• Rewards • Lack of interest
• Punishment • Craziness
Truths of Power
 Truths of Power
• Power is close to being balanced on both
sides
 Truths of Power
• Power is close to being balanced on both
sides; “Value Distribution”
 Truths of Power
• Power is close to being balanced on both
sides; “Value Distribution”
• Can be real or perceived
 Truths of Power
• Power is close to being balanced on both
sides; “Value Distribution”
• Can be real or perceived
• Power must be tested
 Truths of Power
• Power is close to being balanced on both
sides; “Value Distribution”
• Can be real or perceived
• Power must be tested
• Power can change between parties
Trust
 Trust
• Important to build trust
 Trust
• Important to build trust
• Use trust wisely and carefully
Authority
 Authority
• Allows options to be taken
 Authority
• Allows options to be taken
• Know your counterpart’s authority level
 Authority
• Allows options to be taken
• Know your counterpart’s authority level
• High level authority isn’t always best
 Authority
• Allows options to be taken
• Know your counterpart’s authority level
• High level authority isn’t always best
• Teams can often be very useful