8.2 Strategies for Building and Using Power

Power in negotiations isn't just about having leverage—it's about using it effectively. By developing your BATNA, controlling the agenda, and employing persuasion techniques, you can significantly boost your bargaining position.

Building coalitions and maintaining a strong reputation are also key strategies. These tactics not only increase your influence but also create a foundation for successful, long-term negotiation outcomes.

Strategies for Building and Using Power in Negotiations

Tactics for negotiation power

Top images from around the web for Tactics for negotiation power

• 

  Modern IT Management: How to negotiate better (Lecture 6) · Langerman Panta Rhei View original

  Is this image relevant?

• 

  Stages of Negotiation | Organizational Behavior and Human Relations View original

  Is this image relevant?

• 

  negotiation-tactics-mind-map | blog.iqmatrix.com/wp-content/… | Flickr View original

  Is this image relevant?

• 

  Modern IT Management: How to negotiate better (Lecture 6) · Langerman Panta Rhei View original

  Is this image relevant?

• 

  Stages of Negotiation | Organizational Behavior and Human Relations View original

  Is this image relevant?

1 of 3

Top images from around the web for Tactics for negotiation power

• 

  Modern IT Management: How to negotiate better (Lecture 6) · Langerman Panta Rhei View original

  Is this image relevant?

• 

  Stages of Negotiation | Organizational Behavior and Human Relations View original

  Is this image relevant?

• 

  negotiation-tactics-mind-map | blog.iqmatrix.com/wp-content/… | Flickr View original

  Is this image relevant?

• 

  Modern IT Management: How to negotiate better (Lecture 6) · Langerman Panta Rhei View original

  Is this image relevant?

• 

  Stages of Negotiation | Organizational Behavior and Human Relations View original

  Is this image relevant?

1 of 3

• Develop your BATNA (Best Alternative To a Negotiated Agreement)
  • Cultivate strong alternative options to increase your negotiation power
  • Enhances your confidence and willingness to walk away from an unfavorable deal
• Gather information and prepare thoroughly
  • Conduct extensive research on the other party, their interests, constraints, and potential tactics
  • Develop effective counterstrategies to anticipate and respond to their moves
• Control the agenda and frame the issues
  • Actively influence the topics of discussion and their sequence to steer the negotiation in your favor
  • Present the negotiation in a way that highlights the benefits of your position (win-win scenario)
• Use time pressure and deadlines strategically
  • Impose time constraints when your BATNA is stronger to encourage quicker concessions
  • Be cautious of deadlines set by the other party, as they may be a tactic to pressure you

Persuasion and influence techniques

• Employ the principles of reciprocity
  • Offer concessions or provide favors to create a sense of obligation and encourage reciprocation
  • Initiate the exchange by making a small concession first (free sample)
• Leverage social proof and authority
  • Provide examples of other individuals or organizations who have agreed to similar terms (industry standards)
  • Highlight your expertise or the endorsement of respected figures in the field (testimonials)
• Use emotional appeals and build rapport
  • Establish a personal connection with the other party by finding common ground (shared experiences)
  • Appeal to their emotions, values, and aspirations to create a sense of shared purpose (long-term partnership)
• Utilize the scarcity principle
  • Emphasize the unique or limited nature of your offer to increase its perceived value (exclusive deal)
  • Create a sense of urgency to encourage the other party to make a decision (limited-time offer)

Coalitions for bargaining power

• Identify potential allies with shared interests
  • Seek out parties who have similar goals or concerns and explore opportunities for collaboration
  • Consider partnering with competitors to increase collective bargaining power (industry associations)
• Form strategic partnerships and alliances
  • Pool resources and information with allies to strengthen your position (joint research)
  • Coordinate negotiation strategies and tactics to present a united front (synchronized offers)
• Utilize the power of numbers
  • Demonstrate strong support from a larger group or constituency to increase your influence (petition)
  • Leverage the collective bargaining power of a coalition to shape outcomes (labor unions)
• Manage coalition dynamics and maintain unity
  • Clearly define roles, responsibilities, and decision-making processes to ensure smooth collaboration
  • Address internal conflicts promptly and maintain a united front to avoid undermining your position

Reputation in negotiation power

• Establish a reputation for fairness and integrity
  • Consistently demonstrate honest and ethical behavior to build trust (transparent communication)
  • Follow through on commitments and agreements to maintain credibility (timely deliveries)
• Develop subject matter expertise
  • Build credibility by demonstrating deep knowledge and experience in your field (industry awards)
  • Provide valuable insights and solutions to problems to position yourself as a trusted resource (white papers)
• Cultivate a strong professional network
  • Build relationships with key stakeholders and influencers in your industry (attend conferences)
  • Leverage your network to gather valuable information and gain support for your position (referrals)
• Manage your online presence and reputation
  • Maintain a professional image across social media platforms (LinkedIn profile)
  • Monitor and address any negative feedback or criticism promptly to protect your reputation (respond to reviews)