Negotiation Strategy and Skill

Tuesday, April 17, 2007

How to shape your power before you negotiate with people

There are 3 types of power -- personal, positional and relational.

And there are 14 sources of power where you can get your negotiating power from.

Now, the question is -- how to shape them and and how to have it perceived by the party you are negotiating with.

Labels:

posted by wonderwan at 7:33 PM

5 Comments:

  • Student: Julia(9510008t)
    To tell the truth, it is very difficult to shape an appearance for me, not only in this work but also in reality life. Worse still in class you claiming that it seems to be easier when you teach, but you will spend a lot of time to achieve what you want. Therefore, it is also intensely interesting that “how you want to be, what you will become.” It is impressive that the source of power is “a gaming attitude”. However, someone knows what you really care, he would like to challenge. Maybe it can be explained that you will success more easier when you relax as you taught.

    By Blogger Unknown, at 2:59 AM  

  • To Julia:

    1. Yes, you're right about the power-shaping we mentioned in class. It is not an easy job if you can not perceive how important it is in your life and your work. So, the first thing you are to do is to acknowledge the importance and indispensibility of the power in your life.

    2. Power can be shaped both in "peacetime" and "wartime -- when you need to negotiate with people." You have to shape your power almost everyday, especially for your personal and relational power, and you must, without a doubt, shape your power right before a negotiation by saying or showing something in either verbal or body language way, such as:
    a. ...the teacher told me in private...
    b. ...let me show you a statistics recently published...
    c. there's a precedence that...
    d. Honestly, we don't care if the teacher give us a paper or regular as our final exam...

    MY ADVICES FOR YOUR POSTING:
    A. ...TO SHAPE MY POWER, NOT ONLY IN MY WORKPLACE BUT ALSO IN REAL LIFE.

    B. WHAT YOU CLAIMED IN CLASS SOUNDS EASY, BUT YOU WILL...

    C. "YOU WILL BECOME WHAT YOU WANT (DESIRE) TO BE."

    D. WHEN SOMEONE KNOWS WHAT YOU REALLY CARE, HE WOULD TAKE ADVANTAGE OF (EXPLOIT) IT.

    E. ...YOU WOULD SUCCEED EASILIER IF YOU CAN RELAX YOURSELF FIRST, AS YOU TAUGHT IN CLASS.

    By Blogger wonderwan, at 7:50 PM  

  • Student: Sandy Wu (9510017T)
    About the lesson of shaping the power of yourself, I feel it’s really a hard subject and topic for me to learn and use it. We all understand that shaping our own personal, positional or relational power is important for us to negotiate in our daily life or in business area. However, I don’t think I can really use them well. For example, in this session teacher told us you have to shape yourself as the one you want to be or the situation you want to have. Before I want to get something from negotiating with others, I always tell myself that I need to be more confident and keep my stance well no matter what the opponent said. But when it’s really the time for negotiating, I usually lost my “shaped” confidence, and just listen to the others opinion or their decision. To solve this problem, I need to shape the power in my daily life. Probably I need to talk to myself to be confident every day, and have good relationship with people around me. If one day when I really need to use this power, I can keep my stance well easily.

    By Blogger sandy, at 8:52 PM  

  • To Sandy:

    1. In a sense, power equals your self-confidence. If you don't know how to shape power, you would lose control of fate, and hence lose the dominance of your life.

    2. For relational and positional power, you may need to shape them on a day-to-day basis. But, for personal power, you can build it right before a negotiation by saying or demonstrating something to your opponents referring to those sources of power I mentioned in class, such as:

    Persuasiveness
    Legitimacy
    A gaming attitude
    Expertise
    Knowledge of needs
    Investment
    Rewarding and punishing
    Identification
    “臺灣之子”
    Morality
    Precedence
    Persistence


    3. Usually, your academic degree can be a good source of your power when negotiating with others. However, it still has be complemented with other souces of power in order to make success.

    a. "...shaping your power before negotiation,"...

    b. ...however, I don't think I really know how to shape and apply it to our real life or business environment.

    c. "teacher told us you have to shape yourself as the one you want to be or the situation you want to have. " -- it's not quite what I taught you in class.

    It should be:
    "you are what you perceive yourself as. If you perceive yourself as a tiger, you're then be a tiger in the negotiation. Shaping your power can help you preceive yourself as a "tiger" in that negotiation.

    d. ...I can have more self-confidence and stick to the stance I believe in.

    By Blogger wonderwan, at 12:28 AM  

  • TO sharp my power before I nogotiate is also really hard. Even I know we should have confidence before we face our opponents, but if it's really happened, I think that I can't do it well. Maybe we have to practice more about how to sharp power before negotiate with our family or our collegues or others everyday and almost everything. No matter what kind of powers, no matter how much I prepared for the negotiation, and sources of power from? If I don't have confidence, then my negotiation may not get the "win-win" ending. Anyway, just like Julia mentioned~演什麼,像什麼~ans it is from enough practice and preparing well for what you want from this situation.
    9510024T
    Kelly

    By Blogger Unknown, at 12:05 AM  

Post a Comment

<< Home