Power at the Negotiating Table: Key Concepts in Negotiation

Everybody goes into a negotiation with power. The power to say yes, to say no, to move the negotiation forwards, or to frustrate progress. But where does this power come from?
Watching this video is worth 2 Management Courses CPD Points*.
(See below for more details)
This video is part of course module number 5.2.2
Program 5: Managerial Skillset
Course 2: Negotiation
Section 2: Key Concepts in Negotiation
Other videos about Key Concepts in Negotiation include:
. Core Principles of Negotiation • Core Principles of Neg...
. Five Basic Negotiating Strategies • Five Basic Negotiating...
. Scope for Agreement • Scope for Agreement - ...
. Four Primary Negotiating Behaviors • Four Primary Negotiati...
. Non-verbal Aspects of Negotiation • Non-verbal Aspects of ... . Negotiation Goes Bad: 6 Types of Bad Behavior • Negotiation Goes Bad: ...
. Leverage: Key Concepts in Negotiation • What is Leverage? Key ...
. Negotiation Acronyms: How Many do You Know? • Negotiation Acronyms: ...
Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation - • Fundamental Model of N...
LESSON NOTES
============
Granted Power
• Legitimate (=hierarchical) power
Authority to make decisions
• Resource Power
Bargaining chips for trading
Potentially abused as:
• Reward power
• Coercive power
Power from Within
• Knowledge/Information Power
‘Knowledge is Power’
But only if you know how to use it…
• Expert Power
Ability to use knowledge effectively
• These grant ‘intellectual authority’
• Network/Connection Power
‘It’s not what you know, but who you know’
• Charisma Power
The ability to influence through personality (as opposed to authority)
• Personal Power
. Self-confidence
. Self-assurance
. Self-control
• Project these with
. Calm and patient
. Measured pace
. Considered responses
. Low affect
The Trappings of Power
• How you present yourself
. Dress
. Accessories
. Organisation
. Speech
See our video on Gravitas
• How others respond to you
Followers, supporters
RECOMMENDED EXERCISE
======================
1. If you have not done so, watch our videos on the Psychology of Meetings:
Power in the Meeting Room: Psychology of Seating Positions
... • Power in the Meeting R...
Seating Psychology in One-on-One Meetings
... • Seating Psychology in ...
2. Also take a look at some of our videos on Gravitas
Credibility: Gain Gravitas through Knowledge and Experience • Credibility: Gain Grav...
The Presence of Gravitas: How Deliberate Pacing makes People Take Note • The Presence of Gravit...
Speaking with the Voice of Authority: How it Builds Gravitas • Speaking with the Voic...
The Power of Silence: How to Use it to Enhance Your Gravitas • Power of Silence: Tran...
Style and Presentation to Enhance Your Gravitas
• Style and Presentation...
Avoid Leaking Authority and Giving up Gravitas • Avoid Leaking Authorit...
Structure Your Comments: 5 Ways to Enhance your Authority • Structure Your Comment...
3. Next time you are at a negotiation meeting, notice how people deploy their power. After the meeting, reflect on the different forms of power people have used. Assess how effectively they used their power bases. (4 MC CPD Points)
DOWNLOADS
===========
Free Resources
CPD Tools - gum.co/MC-CPD
Paid resources
Management Courses Onboarding Kit - gum.co/MC-ObK ($3)
RECOMMENDED READING
=====================
Negotiate Wisely in Business and Technlogy (A basic introduction) geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) geni.us/Ozwwr
Getting to Yes (the classic text) geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) geni.us/VQAd7
Bargaining for Advantage (another classic) geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) geni.us/YBSogJ
Management Courses Continuing Professional Development (CPD) Points
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#Negotiation #PowerBases #ManagementTraining

[@ravikiranbhattacharya1789]

It helped me very much with my class presentation. Thank you so much sir 🙏

[@ManagementCourses]

You are most welcome

[@victorvonderkrausse5492]

Thanks Sir, nice presentation!

[@ManagementCourses]

Most welcome!

[@ManagementCourses]

You have it, I have it, we all have it. But power comes in different forms, so I look at what those forms are. That way, you can recognize them and respond appropriately.

[@ManagementCourses]

♟♞♝♜♛♚

[@colorizedenhanced-timeless220]

Good afternoon, Management Courses. it's extremely picturesque video. thanks. :)

[@ManagementCourses]

You're very welcome.

[@oyiboicey2036]

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[@ManagementCourses]

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[@kephalopod3054]

Pow!er

[@ManagementCourses]

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[@alphakanu-hx6ut]

Please send the PDF link

[@ManagementCourses]

PDF link to what?
Check the description for all links.

[@Neptunehaswrizz]

Oi mate. This video was quite reem. The other videos are rubbish and really quite baffling

[@ManagementCourses]

Thank you.