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

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

Power Capacity to influence Relational Zero-sum Self-interested Competitive game

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

PBN Rationale Pros Cons By 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.

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

Tilting the Process

Knowing and Strengthening Alternatives (incl. BATNA)

Gathering & Managing Information Collecting vital information Secretive Strategic ambiguity Bat listening Which information is vital?

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

Ethically Questionable Strategies & Skills Stonewalling Attacking Deception Acting in bad faith

Responding to Power-Based Strategies and Tactics Raising 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)

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

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

Role-Play 4.2: Negotiating for Grades Professor – 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