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Gaining Leverage Through Power and Persuasion
Gaining Leverage Through Power and Persuasion
Gaining Leverage
Through Power and
Persuasion
5-2
Leverage in Negotiations
If leverage is perceived as balanced – the
parties bargaining power is balanced
If unbalanced – the negotiation process and
outcome may be affected and the party with
greater power may choose a win-lose
approach, and not a mutual-gains approach
A party’s BATNA = greatest source of power
5-3
Negotiation Skills
Skill 5.1: Use your BATNA
Skill 5.2: Recognize the sources of power
(both sides)
Skill 5.3: Marshal persuasive arguments to
support your interests/positions
Skill 5.4: Use verbal and nonverbal
communication to persuade
Skill 5.5: Use threats to gain concessions
5-4
Chapter Case: Death in a
Police Excessive Force Incident
Wilma filed a wrongful death lawsuit when her
husband James, an 18-year-old African American
male, was shot and killed by Officer Jones
Officer Jones believed James was pulling a gun
(he was not) and shot him in the back
African American communities were angered when
the grand jury failed to indict Jones
Wilma sued Officer Jones for negligent homicide
Jones offered to settle for $350,000
Negotiation meeting: Wilma refused the $350,000
and countered with $3,000,000
5-5
A power advantage A B
B power advantage A B
5-8
Sources of Power
Communication
Successful negotiators create leverage through
persuasive
Verbal communication: direct single dialogue to present a
position, followed by silence (use tone, pitch, and volume of
your voice to convey meaning)
Nonverbal communication: can add emphasis through body
language, facial expressions, actions
Kinesis: posture and physical movements (standing up, circling,
walking out)
Eye movement: maintain eye contact to convey security, truthfulness
Facial expression: can express anger, happiness, fear, concern, etc.,
but also can be misread
Gestures: can be misread
Time and space: arriving on time, pleasant meeting space send cues
5-17