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

2. Agenda: Power-Based Negotiation
Power 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-interested
Competitive game

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

5. 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.

6. 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

7. Tilting the Process

8. Knowing and Strengthening Alternatives (incl. BATNA)

9. Gathering & Managing Information
Collecting 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 & Skills
Stonewalling
Attacking
Deception
Acting in bad faith

12. 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)

13. Ethics of Power-Based Strategies
Rules 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 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