1 Chapter 4: Power-Based NegotiationAllan Barsky, JD, MSW, PhD Conflict Resolution for the Helping Professions

2 Agenda: Power-Based NegotiationPower and PBN Rationale Positional Bargaining PBN Strategies and Tactices Responding to PBN Ethics of PBN Discussion Questions

3 Power Capacity to influence Relational Zero-sum Self-interestedCompetitive game

4 Positional negotiationPBN Distributive negotiation Mutually exclusive goals Strategies to “win” Positional negotiation Persuasion Intransigence Secretiveness Bluffing Exerting force

5 PBN Rationale Pros ConsBy any means? What do you want to achieve? Does it matter how you achieve it? Impact in short and long terms, impact on relationships? Ethics? Remebmer that use of PBN does not mean the actor is “stupid” or “mean.” Also consider impact on creativity.

6 Positional BargainingTaking a stance Arguing in favor of stance Offers: Opening, anchoring Counter-offers & concessions Nibbling Bottom line vs. Settling Point Control of information

7 Tilting the Process

8 Knowing and Strengthening Alternatives (incl. BATNA)

9 Gathering & Managing InformationCollecting vital information Secretive Strategic ambiguity Bat listening Which information is vital?

10 Persuasion Strategies (making something sweet to others)Reciprocity Scarcity Likeability Authority Consistency Consensus Appealing… Aristotle – Ethos (likeability), Logos (logic), Pathos (passion)

11 Ethically Questionable Strategies & SkillsStonewalling Attacking Deception Acting in bad faith

12 Responding to Power-Based Strategies and TacticsRaising awareness Focusing on future relations Protect self Identifying common ground Appease other party Play similar power game Change the game Boxing vs. Akido – what type of response to defend self (power vs. power, use power of the other, invite cooperation)

13 Ethics of Power-Based StrategiesRules of the game: limits on what is acceptable Honesty Deontology Respect Teleology Informed consent Social justice Proportionality

14 Discussion Questions 2. Positional Tactics 3. Concessions 4. Assess and Respond 5. BATNA 9. Persuasion for Pay

15 Role-Play 4.2: Negotiating for GradesProfessor – Dr. Pruett Believes Sandy deserves 85% Choose 2 ethically questionable power strategies Student – Sandy Wants at least 92% to get an A Consider ways to respond to power and ethically questionable strategies