Business Negotiation September 29, 2014

You Have More Power Than You Think-Part One

Experienced negotiators know that negotiating power is one of the most important factors influencing outcome. Experiments show that negotiators often underestimate and undervalue the strengths they have in dealing with others. Knowing how to assess your strengths and to understand the limits of an opposer’s power is essential to getting ready for any negotiation.

Power may be defined as the ability of one party to control the resources and benefits accruing to the other. To the extent one can control what the other needs, that person holds the balance of power. Our goal in dealing with associates at work is certainly not to control what they need or to take advantage of their weaknesses or constraints.

What we want in relation-based internal negotiations is for each participant to express their viewpoints or proposals in the best way possible without fear of censure or personal criticism. We want each person on the team to present its arguments in a rational, coherent manner. Only in that way will the project or collaborative group emerge from the meeting with better ideas and solutions.

Our contention is that in negotiation, you usually have more power than you think. In developing this thesis we will consider the sources and limitations of bargaining power. We believe that those who walk into a negotiation more confident of their bargaining position will present their positions more assertively and positively. They will also be less averse to taking the risks that go with every negotiation and better prepared for the emotional frustrations that so often surface when people feel strongly about their positions and ideas.

Power in negotiation is not what it appears to be. The other party, like yourself, has constraints on their power that you are unlikely to be aware of. They also have needs exerting pressure on them that they are cognizant of although you are not. In most negotiations you will be far more aware of the pressures on yourself than those of the other side. That’s why you will gain a measure of power by taking the time to discover the pressures and limits on them rather than dwelling on your own constraints.

Both parties in a negotiation have constraints that limit their actions, even when they are strong. These limits may be legal or moral, economic or physical, imagined or real. Whatever the reason, these factors reduce their ability to use all the power they possess.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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