Business Negotiations Week - 7 Video - 7

Summary

This video explores strategies to resist influence during negotiations, focusing on key methods like thorough preparation, recognizing influence tactics, analyzing attractiveness and intention disclosure, and processing information through the central route. It emphasizes the importance of understanding power dynamics, noting that power in negotiations is relative and can shift. By preparing adequately, recognizing biases, and using thoughtful analysis, negotiators can defend against manipulative tactics, ensuring fair and balanced outcomes. The video also delves into sources of power, both real and perceived, offering actionable insights for effective negotiation strategies.

Takeaways

• 😀 Preparation is essential in negotiations to protect against unwarranted influence, as it provides objective information and a solid defense.
• 😀 Understanding your BATNA (Best Alternative to a Negotiated Agreement) and being willing to exercise it helps in resisting influence tactics.
• 😀 Establishing clear limits and resistance points before entering negotiations ensures that you don't concede more than you can afford.
• 😀 Using a monitoring system with trusted individuals can prevent you from making concessions you might regret when influenced.
• 😀 Recognizing influence tactics, such as attractiveness and disclosure of intentions, helps you avoid falling victim to manipulation.
• 😀 Attractive negotiators are often more persuasive, especially when they disclose their intentions, while unattractive negotiators might hide theirs for strategic influence.
• 😀 The central route of processing information is more effective in resisting influence, as it requires careful evaluation of ideas rather than automatic responses.
• 😀 Taking time to evaluate messages and ideas through a thorough analysis helps in resisting peripheral route influences during negotiations.
• 😀 Power is relative in negotiations, and understanding the power dynamics, including your BATNA and the other party's, is crucial to negotiating effectively.
• 😀 Power can be real or perceived—having valuable resources or strong alternatives can increase your power, but others may perceive you as powerful even if you're not.
• 😀 You can balance power in negotiations by improving your BATNA, acquiring resources, or forming coalitions to strengthen your position.

Q & A

What are the main ways to resist influence during negotiations?

There are four main ways to resist influence: preparation, gathering information about influence tactics, analyzing attractiveness and disclosure of intentions, and processing influence attempts using the central route.

Why is preparation important in negotiations?

Preparation is essential because it provides objective information and protects against being influenced when unwanted. It ensures you are aware of your interests, your BATNA (Best Alternative to a Negotiated Agreement), and sets clear limits to avoid undue influence.

What role does BATNA play in negotiation preparation?

BATNA is crucial as it represents your alternatives if the negotiation fails. Knowing your BATNA and its value helps you resist pressure from the other party, as it gives you leverage and confidence in your position.

How can you establish resistance points in a negotiation?

Resistance points, or set limits, are established by determining beforehand how much you are willing to concede. This is critical to avoid agreeing to unacceptable terms during the negotiation.

What is the significance of gathering information about influence tactics?

Gathering information about influence tactics helps you recognize when the other party is trying to influence you. Being aware of these tactics allows you to avoid falling victim to them and make informed decisions.

How does attractiveness influence negotiations?

Attractiveness can enhance influence. Research suggests that attractive negotiators are often more persuasive when they disclose their intentions. Conversely, unattractive negotiators may be more persuasive if they hide their intentions.

What is the central route of processing in negotiations?

The central route involves thoroughly evaluating messages and ideas. By processing information deliberately and critically, you can make informed decisions, rather than relying on automatic, peripheral responses.

How can a monitoring system help resist influence in negotiations?

A monitoring system involves involving trusted individuals who can stop you if you are being persuaded to accept unacceptable terms. This system helps you stay grounded and avoid making decisions that go against your best interests.

What are the sources of power in negotiations?

Power in negotiations can come from several sources, including informational power, personality, position-based power, relationship-based power, and contextual power. The balance of these influences can shift during negotiations.

What is the difference between real and perceived power in negotiations?

Real power comes from holding valuable resources or a strong BATNA, while perceived power is based on how the other party views you. Sometimes, power is merely perceived due to the other party’s position or persona, even if their actual BATNA is weak.