Module 1 What is Negotiation? Alternative Methods of Making Decisions
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- Module 9 Streetwise Manipulation (Chester Karrass)
- Power and Ploys
Negotiators as MediatorsMediators can help if parties are stuck on issues (positional bargaining) or on interests (Principled Negotiation) or on both (traditional negotiations)? They facilitate agreement. If there is no third party, one of the parties in the negotiation could play this role, but it is doubtful whether this is acceptable to the other party because of a conflict of interest. All one can do, is try to display effective negotiating behavior and ‘independent’ behaviors like going to the balcony to reflect, look at it from their side etc. Definition: Mediation is an intervention by an acceptable, impartial and neutral third party, who has no authoritative decision-making power, to assist the disputing parties in voluntarily reaching their own mutually acceptable settlement of the issues in dispute. Module 9 Streetwise Manipulation (Chester Karrass)Negotiation has always had associations with devious and manipulative ploys that vary from the secretively sly, through to openly barefaced rip-offs. Becoming streetwise is another approach to negotiation. ‘Every ploy has its counter’ Bad ‘ploying’ behavior only looks good to people whom avoid looking in mirrors. Ployers usually lack evidence to support their positioning. Power and PloysThose negotiators claim they manipulate only to protect themselves (‘I play Red ploys not because I want to, but because I must!’). All ploys aim to influence your expectations of the negotiated outcome. Your expectations of a negotiated outcome derive from your perceptions of the other party's power over you. ‘The less power you believe that I have, the higher your expectation of the outcome in your favour.’ You often accord greater relative power to other negotiators than the context warrants and you lower your expectations accordingly. In short, you end up negotiating with yourself. 
Your perceptions of their power Power is the ability to get someone to do what they otherwise would not do, and manipulative ploys and tricks are about making people do more than they otherwise would. Manipulation coerces you to concede more. Download 0.61 Mb. Share with your friends:
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