Gain a good understanding of how to analyze, understand, and enhance your bargaining power. In this video, Deborah Kolb helps you uncover your three sources of power in negotiation.
- Just because you're ready to negotiate does not mean…you can get the other person to the table…to even begin negotiation.…That's why it's crucial to use your own sources of power…to move the negotiation forward.…In contract and budget negotiations,…what we've been calling big end negotiation,…the process starts when you sit down with the other party…to start bargaining.…In little end negotiations, we lack this kind of structure.…If we want to initiate negotiations,…we first have to convince the other party…to negotiate with us, and that can be a challenge.…
Your boss can stall negotiations before they start, how?…By refusing to meet, or by dominating the agenda,…or by not really listening to you when you finally do meet.…All of these tactics, whether your boss uses them…intentionally or inadvertently,…makes it harder for you to initiate negotiation.…In order to get the other person to negotiate with you,…you need to prepare to use the power that you have.…There are three sources of power you have…in a little end negotiation.…
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- Review methods for avoiding common negotiation pitfalls.
- Determine what you really want.
- Clarify how and when to use your bargaining power.
- Recall strategies for making mutually beneficial agreements.
- Recognize ways to anticipate potential responses.
- Use turns to respond and restore your position in a negotiation.