![]() ![]() ![]() Related Negotiation Skills Article: Types of Power in Negotiation – This article drawn from negotiation research describes three kinds of power and how each type of power affects negotiators at the bargaining table. Where do you get your strength during a negotiation? Let us know in the comments. When preparing for a negotiation with a powerful counterpart, try to increase your own sense of power on as many of these levels as possible. Regardless of its source-a strong BATNA, a powerful role, or a feeling of power-power is critical to improving your negotiated outcomes. ![]() Simply thinking about a time in your life when you had power can bolster your confidence and improve your outcomes, Galinsky and Magee have found. Negotiators can bring a sense of psychological power to the table-the feeling that they’re powerful, whether or not that’s objectively the case. When negotiating with your boss, for instance, you sometimes may need to cede to his preferences because of his high status.ģ. Power can come from a strong role, title, or position, such as a high rank in an organization. For example, a home buyer could improve her power in a negotiation with a seller by finding another house she likes just as much.Ģ. By cultivating a strong outside alternative, you gain the power you need to walk away from an unappealing deal. Your best alternative to a negotiated agreement, or BATNA, is often your best source of bargaining power. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.ġ. Build powerful negotiation skills and become a better dealmaker and leader. ![]()
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