Chapter7 Negotiating power and related Factors谈判力及相关因素 Motivation动机 Dependence依赖 I. Substitutes替代 ⅣV. Communication Skills交际练习 Interest gains are the fundamental incentives for negotiators to sit at negotiating table, however how much and by what means can negotiators gain the interests wil largely__ on comparative of the two sides ower is a phenomenon, which endows people with -over othe people or events or activities Power requires a relationship and interaction, which means that if there is no between two parties, it would have no control over the other party no matter how and mighty one party is Influential factors on power's diminishing or amplifying In varlous contexts, but the following three factors of motivation, dependence and substitutes exert utmost influence in situations motivation动 Motivation is defined as desires and for gaining interests and stakes Motivation can be provoked and stimulated by all sorts of means, but basically by 1. Offering inducements to the other or to the others supporters; 2. Demonstrating attractiveness of options 4. Placing a time limit on the availability of your offer ts: and 3. Getting external third party to endorse your inducemer Offering inducements To offer inducements to others supporters is to stimulate their desires and draw their attention by presenting something so as to persuade them into having a talk on issues you For example, in sales promotion the inducements that often apply are price discount or"buying one and taking one Smart promoters can always come up with ideas to attract and stimulate their interests
1 Chapter 7 Negotiating Power and Related Factors 谈判力及相关因素 I. Motivation 动机 II. Dependence 依赖 III. Substitutes 替代 IV. Communication Skills 交际练习 Interest gains are the fundamental incentives for negotiators to sit at negotiating table, however how much and by what means can negotiators gain the interests will largely on comparative of the two sides. Power is a phenomenon, which endows people with over other people or events or activities. Power requires a relationship and interaction, which means that if there is no____ between two parties, it would have no control over the other party no matter how____ and mighty one party is. Influential factors on power’s diminishing or amplifying in various contexts, but the following three factors of motivation, dependence and substitutes exert utmost influence in situations. Motivation 动机 Motivation is defined as desires and for gaining interests and stakes. Motivation can be provoked and stimulated by all sorts of means, but basically by: 1. Offering inducements to the other or to the other’s supporters; 2. Demonstrating attractiveness of options; 3. Getting external third party to endorse your inducements; and 4. Placing a time limit on the availability of your offer. Offering inducements To offer inducements to other’s supporters is to stimulate their desires and draw their attention by presenting something so as to persuade them into of having a talk on issues you intend to. For example, in sales promotion the inducements that often apply are price discount or “buying one and taking one ”. Smart promoters can always come up with ideas to attract buyers and stimulate their interests
Demonstrating attractiveness By demonstrating attractiveness of your options, you ple of appealing side of your options and possible interests The step is an extend ing part of the first one, by which you others to accept your options and finally your goal The selling points" is an expression of demonstrating attractiveness Getting external third parties'back When there are external third parties backing your inducements, you your credibility through examples to cause others to People will their friends, colleagues, persons they are familiar with and even if they belong to the same group A repeatedly used persuasive method by advertisements is consumers acting as examples to others or a patient telling you how he has from the ailment after taking certain medicine Public __, famous singers and actors also play a part in this persuasive game Placing a time limit Lastly, it is important to let people know that those _ offers are not always there, i.e., they have their lines, which is the dead line for gaining. Otherwise common feeling of wait-and-see among people will make your efforts A relatively time lim it works better than a one because people make decisions often in a rush Longer time limit sometimes retards people's action and diminishes their Conclusion A party's power is increasing with of its motivation Dependence依赖] Dependence is a constant and regular need that someone has for something in order to be able to survive or operate properly In negotiation, dependence is the need one party has from its for realizing If a party can successfull the others dependence on itself and meanwhileits own dependence on the other, then the party's power will be strengthened significantly The most effective and often explored methods to this end are 1. Reducing, delaying or withhold ing services or resources the other party 2. Blocking the other partys to work on their own 3. Convincing the other partys- to block the other partys operation 4. Convincing the other party of the hopelessness of trying to on their own 2
2 Demonstrating attractiveness By demonstrating attractiveness of your options, you other people of the appealing side of your options and possible interests. The step is an extending part of the first one, by which you others to accept your options and finally your goal. “The selling points” is an expression of demonstrating attractiveness. Getting external third parties’ back When there are external third parties backing your inducements, you your credibility through examples to cause others to . People will their friends, colleagues, persons they are familiar with and even if they belong to the same group. A repeatedly used persuasive method by advertisements is consumers acting as examples to others or a patient telling you how he has from the ailment after taking certain medicine. Public , famous singers and actors also play a part in this persuasive game. Placing a time limit Lastly, it is important to let people know that those offers are not always there, i.e., they have their lines, which is the deadline for gaining. Otherwise common feeling of wait-and-see among people will make your efforts in nothing. A relatively time limit works better than a one because people make decisions often in a rush. Longer time limit sometimes retards people’s action and diminishes their . Conclusion: A party’s power is increasing with of its motivation. Dependence 依赖 Dependence is a constant and regular need that someone has for something in order to be able to survive or operate properly. In negotiation, dependence is the need one party has from its for realizing its goals. If a party can successfully the other’s dependence on itself and meanwhile____ its own dependence on the other, then the party’s power will be strengthened significantly. The most effective and often explored methods to this end are: 1. Reducing, delaying or withholding services or resources the other party____ to attain; 2. Blocking the other party’s to work on their own; 3. Convincing the other party’s to block the other party’s operation’ 4. Convincing the other party of the hopelessness of trying to on their own
Reducing, delaying or withholding services or resources The other partys dependence on you will if it is resourceful and endorsed by sufficient services that it needs Being cut off the provision and sustenance, the other party will be forced to to you for help, thus its dependence on you In production, when the sources of material supply are limited, the producer's will be in negotiation with the unless he can find some Blocking the other partys ability to work on their own When a person, a company or a nation is self-sufficient and capable of working on their own it is of any pressure and threat form the others However in todays world there is no absolute economic Generally speaking, when a country exports heavily to another country, we say the orting country depends on the importing country for sustainable production employment and development with the that the exported commod ities are nonrenewable such as oil When inflow of foreign investment into China is accumulating at a high speed, the foreign investors' dependence on China simultaneously Isolating the other party It is difficult to increase the other party's dependence__ it is deprived of In military campaign against terrorism in Afghanistan after New York and Washington were attacked on September 11, 2001, US government no efforts in winning supports from its aliens, compassionate countries, its foes, as well as the trad itional friends of Afghanistan like Pakistan By this way, American successfully_ Ben Ladan and Taliban and destroyed the terrorist bases in afghanistan Convincing the other party to give up Having split the supporters of the other party, it is time for you to convince the other party that it continuing with its own since it is fighting in Conclusion: a party's negotiating power is with increasing of its dependence on the other party ubstitutes #s fe Substitutes are alternatives one party can explore to reduce its on the other
3 Reducing, delaying or withholding services or resources The other party’s dependence on you will if it is resourceful and endorsed by sufficient services that it needs. Being cut off the provision and sustenance, the other party will be forced to____ to you for help, thus its dependence on you . In production, when the sources of material supply are limited, the producer’s power will be in negotiation with the unless he can find some replacement. Blocking the other party’s ability to work on their own When a person, a company or a nation is self-sufficient and capable of working on their own, it is of any pressure and threat form the others. However in today’s world there is no absolute economic . Generally speaking, when a country exports heavily to another country, we say the exporting country depends on the importing country for sustainable production employment and development with the that the exported commodities are nonrenewable such as oil. When inflow of foreign investment into China is accumulating at a high speed, the foreign investors’ dependence on China simultaneously. Isolating the other party It is difficult to increase the other party’s dependence it is deprived of supporters. In military campaign against terrorism in Afghanistan after New York and Washington were attacked on September 11, 2001, US government no efforts in winning supports from its aliens, compassionate countries, its foes, as well as the traditional friends of Afghanistan like Pakistan. By this way, American successfully Ben Ladan and Taliban and destroyed the terrorist bases in Afghanistan. Convincing the other party to give up Having split the supporters of the other party, it is time for you to convince the other party that it is continuing with its own since it is fighting in . Conclusion: A party’s negotiating power is with increasing of its dependence on the other party. Substitutes 替代 Substitutes are alternatives one party can explore to reduce its on the other party
a party's chances of gaining substitutes increase in the context that has alternatives which allow operating the other party; 2. One party is able to absorb the escalating cost of conflict 3. One party can continue despite the other party's discourag ing effects on its 4. One party has ability to use expert counsel, persuasion, communication and legal, historical or moral precedents to gain to alternatives Conclusion: One party's negotiating power is strengthened when there are more available for preference Negotiating power analysis is crucial to negotiation strategy decision and to a gree of assertiveness and cooperativeness in negotiation a party stand ing in stronger position tends to apply tactics in negotiation for the purpose of placing on the counterpart to make concession Such tactics often explored include forward, otherwise punishment of either or military actions would be taken Appearing firm----keeping high assertiveness in expectation of Ridiculing other's position----making others give up their stance by Building prominence of your offer----augmenting significance of your offer to the other to make yielding; and 5. Threatening the relationship----warning possibility of relationship breaking down, a pressure on the other who has a high degree of Conclusion: Consequences of power tactics depend on application of heavy or light tactics The former often evokes counter power. The latter, light tactics often lead negotiation to collaboration and relation build ing, which may necessary compromises ommunication ski 1. To make a polite suggestion, use the word should. make the sentence as a polite suggestion. 1)We ought to negotiate the problem 2)He'd better know her name 3)Id better finish the report 4)Mrs. Billings ought to call right now
4 A party’s chances of gaining substitutes increase in the context that: 1. One party has alternatives which allow operating the other party; 2. One party is able to absorb the escalating cost of conflict; 3. One party can continue despite the other party’s discouraging effects on its supporters; 4. One party has ability to use expert counsel, persuasion, communication and legal, historical or moral precedents to gain to alternatives. Conclusion: One party’s negotiating power is strengthened when there are more available for preference. Negotiating power analysis is crucial to negotiation strategy decision and to a degree of assertiveness and cooperativeness in negotiation. A party standing in stronger position tends to apply tactics in negotiation for the purpose of placing on the counterpart to make concession. Such tactics often explored include: 1. Time pressure----setting a for acceptance of conditions put forward, otherwise punishment of either or military actions would be taken; 2. Appearing firm----keeping high assertiveness in expectation of other’s ; 3. Ridiculing other’s position----making others give up their stance by____ or showing disrespect to their position; 4. Building prominence of your offer----augmenting significance of your offer to the other to make yielding; and 5. Threatening the relationship----warning possibility of relationship breaking down, a pressure on the other who has a high degree of ____on you. Conclusion: Consequences of power tactics depend on application of heavy or light tactics. The former often evokes counter power. The latter, light tactics often lead negotiation to collaboration and relation building, which may necessary compromises. Communication Skills 1. To make a polite suggestion, use the word should. Make the sentence as a polite suggestion. 1) We ought to negotiate the problem. 2) He’d better know her name. 3) I’d better finish the report. 4) Mrs. Billings ought to call right now
5)The manager ought to write an agenda 2. Use opposite adjectives to soften the following remarks 1)This is a very unproductive meeting 2)This is the worst food I ve ever tasted 4) You really 5) Your quotation is much too expensive 6) Your financial position is insecure 3. How do you see yourself? Use the questionnaire below to find out. Tick one or the other of the following statements. If you cant decide tick neither. a. I start the day with a list of things to do b I start the day by having a chat with my colleagues a. I dont let personal feelings influence decisions b. When making decisions. I look at the human angle first a. If colleagues do a good job, it does not matter if I like them or not b It's important for me to like the people I work with a. I see meetings only as a means to get business done b. I see meetings partly as an opportunity to develop team relationships a. At the end of the day, I am frustrated if I havent achieved what I set out to b. At the end of the day, I feel"low" if I haven't got on with my colleagu Scoring: Score 2 points for every a sentence you ticked Score o points for every b sentence you ticked Score 1 point for every time you ticked neither 4. Read the following statements and tell which is True or false? 1). We must always aspire high in our strategic thinking 2). For a quick deal, we don t need to have very precise targets, and very clear views about the extent to which we could compromise 3). The first thing you need to do in dealing with a difficult person is to control that person's behavior but not to control your own 4). It is imperative that good negotiators know how to both manage and express anger appropriately 5). Conflict can provide us with new information about a situation 6). In the middle of a negotiation it is sometimes ineffective to substitute a new team leader 7). In the strategy of reversal, you act in opposition to what may be considered to be the popular trend or goal 8). It is desirable that each negotiator should negotiate in a style foreign to him which reflects his strength
5 5) The manager ought to write an agenda. 2. Use opposite adjectives to soften the following remarks 1) This is a very unproductive meeting. 2) This is the worst food I’ve ever tasted. 3) Don’t be so late tomorrow. 4) You really are very inexperienced. 5) Your quotation is much too expensive. 6) Your financial position is insecure. 3. How do you see yourself? Use the questionnaire below to find out. Tick one or the other of the following statements. If you can’t decide, tick neither. a. I start the day with a list of things to do. b. I start the day by having a chat with my colleagues. a. I don’t let personal feelings influence decisions. b. When making decisions, I look at the human angle first. a. If colleagues do a good job, it does not matter if I like them or not. b. It’s important for me to like the people I work with. a. I see meetings only as a means to get business done. b. I see meetings partly as an opportunity to develop team relationships. a. At the end of the day, I am frustrated if I haven’t achieved what I set out to. b. At the end of the day, I feel “low” if I haven’t got on with my colleagues. Scoring: Score 2 points for every a sentence you ticked. Score 0 points for every b sentence you ticked. Score 1 point for every time you ticked neither. 4. Read the following statements and tell which is True or false? 1). We must always aspire high in our strategic thinking. 2). For a quick deal, we don’t need to have very precise targets, and very clear views about the extent to which we could compromise. 3). The first thing you need to do in dealing with a difficult person is to control that person’s behavior but not to control your own. 4). It is imperative that good negotiators know how to both manage and express anger appropriately. 5)．Conflict can provide us with new information about a situation. 6). In the middle of a negotiation it is sometimes ineffective to substitute a new team leader. 7). In the strategy of reversal, you act in opposition to what may be considered to be the popular trend or goal. 8). It is desirable that each negotiator should negotiate in a style foreign to him which reflects his strengths
9). Core values are powerful because they generate feelings, thoughts and behavior They are deeply held values that govern how you behave across a great many situations 10) Effective negotiators accept that they are human----not perfect----and they turn their mistakes into learning opportunities. Therefore, they have a longer recovery time before returning to full effectiveness 5. Put the following situational dialogue into English. (支付方式 Terms of paymen two days later Please see chapter 6
6 9). Core values are powerful because they generate feelings, thoughts and behavior. They are deeply held values that govern how you behave across a great many situations. 10) Effective negotiators accept that they are human----not perfect----and they turn their mistakes into learning opportunities. Therefore, they have a longer recovery time before returning to full effectiveness. 5. Put the following situational dialogue into English. (支付方式 Terms of payment) （two days later） Please see chapter 6