Top 7 Power Plays in Negotiations.

In the article by G. Dobrijevic, M. Stanisic and B. Masic, they identified 16 types of power that are used in negotiations, I wanted to share with you my top 7, that I have found to be of the most value for me in my negotiations. All negotiators want power, they know what they can do by putting pressure on the other side, convince others to agree with themselves, and to make the other party give them everything they want. When a negotiator thinks he has less power than the other party, he/she believes that the other side already possesses some advantage that can be used and consequently starts looking for more power in order to neutralize the other party’s power. In another case a negotiator believes that he/she needs to have more power than the opposite party in order to acquire or sustain his/her advantage over the opponent and to get the desired outcome of the forthcoming negotiations. Various tactics used by negotiators are either aimed at increasing their own power or decreasing the power of the opponent. Their result is either equality of power (when both sides have a relatively equal level of power) or difference in levels of power (when one side has more power than the other).

Top 7 Power Plays in Negotiations

1. Need. who needs the negotiation more, you or the other side or the other. The more you need to reach a conclusion, the more power the other side will have.

2. Alternatives / Options. What are the options for each party if an agreement is not reached BATNA (Best Alternative to a Negotiated Agreement)?

3. Skills. Among others: (1) the ability to listen to others, (2) empathy, (3) sensitivity to others, (4) clear communication (5) set tactics, etc.

4. Credibility. Material proofs of your former successful work increase your negotiating power.

5. Time / Deadline. It refers to any impending events that place a deadline on either negotiating party.

6. Relationships. If negotiators have high quality relationships with the other side, they have relationship power.

7. Information / Knowledge. Knowledge is power. The more knowledge you have about the other party, the more negotiating power you will have.