Professional Documents
Culture Documents
Negotiation Module2 Part1
Negotiation Module2 Part1
Readiness
The Art of Negotiation
Module 2
• 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