Chapter 7 Negotiating Power and Related Factors无助是什么意思
Negotiation power can be defined as "the ability of the negotiator to influence the behavior of another. Commentators have obrved a variety of aspects and qualities of negotiation power. It is important for the mediator to take note of the various aspects and qualities of negotiating power as a means of assisting each negotiating party to be at his or her best in reprenting his or her interests in mediation. Here are a number of aspects and qualities of negotiating power that have been identified:
∙ Negotiating power is relative between the parties; 4个月宝宝辅食添加表
∙ Negotiating power changes over time;
∙ Negotiating power is always limited;
ktv歌库∙ Negotiating power can be either real or apparent;
∙ The exerci of negotiation power has both benefits and costs;
∙ Negotiating power relates to the ability to punish or benefit;
∙ Negotiating power is enhanced by legal support, personal knowledge, skill, resources and hard work;
∙ Negotiating power is incread by the ability to endure uncertainty and by commitment;
∙ Negotiating power is enhanced by a good negotiating relationship; 看逼片
∙ Negotiating power depends on the perceived BATNA; and
∙ 电脑壁纸卡通Negotiating power exists to the extent that it is accepted
Power in negotiations comes from:
1. Constructive Power
This is your ability to satisfy the other party's interests (needs). What are they really after? You need to ask questions, watch body language and do your rearch.
2. Obstructive Power
You have power that comes from you ability to block the satisfaction of the other side's satisfying their interests (needs).
3. Jumping Power
This is your ability to leave a negotiation and is typically linked with how good your alternatives (BATNA) are.
4. Personal Power
This is your desire, confidence, skills, and knowledge (DECKS) to succeed. Some describe the components as the intangibles or art of negotiation.
Some other sources of power:
1. The power to satisfy another's interests (underlying needs)
2. The power of knowlege, experti, and/or a particularly elegant, moral, or ethical solution
3. The power to give another credit or special recognition
4. The power to apologize
5. The power of your alternatives: your alternative(s) if you do NOT do the deal
6. The power of alliances
Eight Sources of Power in a Sales Negotiation
By Kevin Davis
Negotiating power plays a major role in every type of negotiation, whether it's a labor negotiation, political negotiation, or a buy-ll negotiation. Both the buyer and the ller have power in a negotiation. Power is each side's perception of its strength or weakness in comparison to the other.
This perception of power affects the ability of each party to achieve its own goals, and the more negotiating power you have in comparison to that of your buyer, the fewer concessions you'll have to make.
For each party in a negotiation, there are eight sources of power. The are need, options, time, relationships, investment, credibility, knowledge, and skills. To remember the eight sources of power just remember the acronym NO TRICKS.毛骨悚然的近义词
N stands for need. The esntial question here is: who needs this sale more, the buyer or the Seller? The more inten the buyer's need, the more power the Seller has. The more inten your need to make the sale, the more power your buyer will have.
The "O" in no tricks stands for options. What are the options for each party if an agreement is not reached?女人spa
A buyer who believes that your product or rvice is unique has no other options. Your other options consist of the other sales opportunities you have waiting in the wings. The more options you have, and the fewer acceptable options your buyer has, the greater your negotiating power.
T stands for time, which refers to any impending events that place a deadline on either the buyer or the ller. If the buyer is under time pressure, it usually gives the salesperson negotiating strength.
In commercial real estate, for example, the expiration of an old lea may put time pressu
re on the tenant to find new office space. The time factor also affects many other purchas related to the move, such as hiring a contractor, lecting office furnishings and business equipment, and so on. A deadline creates time pressure and limits the buyer's opportunity to shop around.
If you are feeling time pressure, perhaps to clo the sale by the end of a quota period, your buyer will have time power. Several years ago, I had the opportunity to win my company's annual incentive vacation - a trip to Bermuda. On the last day of the year, I needed a $2,000 sale to achieve my annual quota of $3 million. Needless to say, I felt time pressure! I made hefty concessions that day, but I won the trip.
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