Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

Power at the Negotiating Table: Key Concepts in Negotiation

Everybody goes into a negotiation with power. The power to say yes, to say no, to move the negotiation forwards, or to frustrate progress. But where does this power come from?

Watching this video is worth 2 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.2
Program 5: Managerial Skillset
Course 2: Negotiation
Section 2: Key Concepts in Negotiation

Other videos about Key Concepts in Negotiation include:
. Core Principles of Negotiation https://youtu.be/FiEneNag8cI
. Five Basic Negotiating Strategies https://youtu.be/DlV6phTGjoU
. Scope for Agreement https://youtu.be/cb1Bf09p2eg
. Four Primary Negotiating Behaviors https://youtu.be/eLmF8Kr2ppA
. Non-verbal Aspects of Negotiation https://youtu.be/4X2b_X_CGKE. Negotiation Goes Bad: 6 Types of Bad Behavior https://youtu.be/Akp4alv1cpc
. Leverage: Key Concepts in Negotiation https://youtu.be/ohoAyX_o-nU
. Negotiation Acronyms: How Many do You Know? https://youtu.be/_lhqUjyebxM

Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90

Granted Power
• Legitimate (=hierarchical) power
Authority to make decisions

• Resource Power
Bargaining chips for trading
Potentially abused as:
• Reward power
• Coercive power

Power from Within
• Knowledge/Information Power

‘Knowledge is Power’
But only if you know how to use it…
• Expert Power
Ability to use knowledge effectively
• These grant ‘intellectual authority’
• Network/Connection Power

‘It’s not what you know, but who you know’
• Charisma Power
The ability to influence through personality (as opposed to authority)
• Personal Power
. Self-confidence
. Self-assurance
. Self-control
• Project these with
. Calm and patient
. Measured pace
. Considered responses
. Low affect

The Trappings of Power
• How you present yourself
. Dress
. Accessories
. Organisation
. Speech
See our video on Gravitas
• How others respond to you
Followers, supporters

1. If you have not done so, watch our videos on the Psychology of Meetings:
– Power in the Meeting Room: Psychology of Seating Positions
– Seating Psychology in One-on-One Meetings
2. Also take a look at some of our videos on Gravitas
– Credibility: Gain Gravitas through Knowledge and Experience https://youtu.be/KeR72NWxfB4
– The Presence of Gravitas: How Deliberate Pacing makes People Take Note https://youtu.be/9maBWUa8j5c
– Speaking with the Voice of Authority: How it Builds Gravitas https://youtu.be/EefSdq4P3qo
– The Power of Silence: How to Use it to Enhance Your Gravitas https://youtu.be/A3WpgR6biu4
– Style and Presentation to Enhance Your Gravitas
– Avoid Leaking Authority and Giving up Gravitas https://youtu.be/UcosCN6-teE
– Structure Your Comments: 5 Ways to Enhance your Authority https://youtu.be/jyH4PtqLlZw
3. Next time you are at a negotiation meeting, notice how people deploy their power. After the meeting, reflect on the different forms of power people have used. Assess how effectively they used their power bases. (4 MC CPD Points)

Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

Negotiate Wisely in Business and Technlogy (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 6 MC CPD points

Links to our book recommendations are affiliated through Amazon

#Negotiation #PowerBases #ManagementTraining


Negotiation Process: A Full Guide to the 4 Steps [Compilation]
Deleted video
Handling Resistance – Masters of Negotiation series
Bargaining for Advantage – Masters of Negotiation
Never Split the Difference – Masters of Negotiation series
Getting Past No – Masters of Negotiation
Getting to Yes – Masters of Negotiation
How to Handle a Negotiation Breakdown – Negotiation Tools
How to Handle Deadlock – Negotiation Tools
MOSCOW Analysis – Negotiation Tools
Force Field Analysis and PMI Analysis – Negotiation Tools
Influencing and Persuading – Negotiation Tools
Empathic Negotiation – Negotiation Tools
Listening Skills – Negotiation Tools
How to Ask Questions – Negotiation Tools
Negotiation Acronyms: How Many do You Know?
Leverage: Key Concepts in Negotiation
Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior
Non-verbal Aspects of Negotiation: Negotiating Body Language
Four Primary Negotiating Behaviors – Key Concepts in Negotiation
Scope for Agreement – Key Concepts in Negotiation
Five Basic Negotiating Strategies – Key Concepts in Negotiation
Core Principles of Negotiation
Negotiation Follow-up – after the Negotiating Process
Closing Stage of the Negotiation Process
Negotiating Team Roles in the Negotiation Process
Bargaining Stage of the Negotiation Process
Opening Stage of the Negotiation Process
Preparation Stage of the Negotiation Process
Fundamental Model of Negotiation – the Basic Negotiation Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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