2. POWER NEGOTIATING
Sharpen your beat-the system skills.
Tap the hidden powers within YOU!
Understand body language
Discover and develop your charisma
Manipulate a confrontation
(Everything form the physical setting to the actual argument)
Use fear & anger effectively without losing
your “cool”.
3. MOTIVATING OPPONENTS SO
THAT YOUR OBJECTIVE
BECOME
THEIRS!
“There are but two powers in the world,
the sword and the mind, in the long run
the sword is always beaten by the mind.”
Napoleon
4. When to Use Power
Negotiation
Purchasing or remodeling a home
Buying a Car or an appliance
Asking the boss for a raise, etc.
To achieve your goals, you must have a working arsenal
of power negotiating techniques. And more important is
possessing a precise and accurate knowledge of the
conception of power.
5. Glossary of Terms
Power = (lit.) the ability to accomplish
objectives, i.e. Physical strength, force,
high position
Art of persuasion = Motivation
Negotiator = asking or pushing favor/s
Opponent = recipient of negotiation
techniques & strategies
Negotiator’s negotiating objective = goal
Leverage = Process of increasing power
to attain the desired result
6. Chapter 1
POWER NEGOTIATING
DEFINED
Any systematic treatment of a subject should begin with a
definition so that everyone may understand what is the object
of the inquiry.
Cicero
Power – the ability to accomplish objectives, i.e.
Physical strength, force, high position
Negotiating – motivating, persuading
7. Power - the ability to accomplish
objectives, i.e. Physical strength,
force, high position
Goals:
Accomplish objectives
Motivate opponent
8. Power Negotiating
The ability of the negotiator to motivate
an opponent in a manner that is
favorable to the negotiator’s negotiating
objectives.
9. The “Crooked Picture” Power
negotiating technique
Usually used for opponents that has
strong negotiating positions. Most
especially for PERFECTIONIST, it
makes them uneasy.
10. It is an act of breaking the
opponents concentration
Example:
Picture frame hanged crooked.
Sloppily stacked papers, books
Overflowing ashtrays
11. Objective:
Impairment
Distraction
Unfunctional
Result:
Air of discontentment
Impaired presentation
Favorable condition to
the negotiator
Negotiator’s negotiating objectives are becoming
favorable because of decrease of opponents
effectiveness automatically means an increase in
negotiator’s effectiveness.
15. Chapter 2
An Essential Primary Steps in
Using Negotiating Power
….Our opponent is our helper.
Edmund Burke
16. World War II Lesson
Gen. G.S. Patton vs. Field Marshall Erwin
Rommel
Gen. Patton read the books of FM E.
Rommel about “OPN Desert Fox” thus
defeating the latter.
17. Observe this things!
Opponents habit – we tell people all
about ourselves by our habits.
Physical Outlook:
• Nicotine stained finger
• Sloppily dressed
• Coffee drinkers and etc.
18. Personal Contacts
-time to be observant
From the first time the opponent sits
down to negotiate, watch for the habits.
Leg Crossing
Leaning Body
Jerking Movement
Sudden raise of voice
Weak
manifestation of
advocacy
19. Background Investigation
- Former encounter with other negotiator
HAZARDS!
Inaccuracy of the information
Mistaken conception, biased, or prone to
exaggerate
Anticipated info gathering may leak “false”
information
Can be used by opponent for further
encounters.
20. Scrutinize Opponent’s Written
Works
Read published books, but better take an
account on oral statement where he/she
will not be unable to rehearse, edit or
prune.
Sample Case:
Labor Union vs. Administrator
21. Anticipation
Negotiator may use tentative countering
strategy and provide facts & arguments
to increase the negotiators upper hand of
the situation.
22. Out-of-date writings
Thinking shifts overtime – don’t rely on it
too much.
Somehow, it might reflect still his
personality or line of thinking by his or
her previous writings.
23. The Necessity for Probing
Watch the opponents action and derive a
conclusion by reasoning that those actions are
his/her habit, and equally important is to listen to
every word the opponent says.
OBSERVATIONS:
Financially Conservative – puffed the cigar up to the
filter or virtually burn one’s finger.
Unnoticed the burning flesh made by cigar.
24. OBSERVE:
Observe a preoccupied opponent, he is
vulnerable!
Applying to what you see and hear
towards winning the negotiation.
25. Chapter 3
Use of Leverage to Increase
Negotiating Power
Give me a lever long enough and a prop
strong enough, I can single handed move the
world.
Archimedes
27. Benefits
As the lever grows longer, the effort is
less in moving your objective toward the
goal.
Increasing your negotiating leverage or
power gives you a more advantageous
position to move or persuade the
opponent.
29. Four Conception of Power
Two, pertains directly to you, perception of own
negotiating power and your conception of the
extent of your opponent’s negotiating power.
Two, pertains to the opponent, your opponent’s
conception of the extent of your negotiating
power and your opponent’s conception of the
extent of his negotiating power.
31. Chapter 5
Negotiator’s Conception of their Own
Negotiating Power Should Be:
Evaluate the strength & weaknesses (YOU)
Gather all facts
Research on Laws – if a legal problem
Decision making on favorable and
unfavorable conditions
32. Points to Ponder!
Avoid over estimating or under estimating
your potential.
Towards opponent – Rule of Thumb
To over estimate the opponent’s negotiating
power rather than under estimating it.
-Avoid being caught off-guard.
33. Advantage
Why the certainty on conception of the
opponent towards the negotiator’s power
Show the force (Intimidation)
Repetition – mother of all learning
ex. Advertisements, flaunting
34. Disadvantage
Might be misconstrued as just a show of
force and not a real threat by an
experienced negotiator.