Academic Leadership: Fundamental Building Blocks
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TABLE 5: Types of Power That Can Be Used in Negotiations
Type of power Description
Reward Rewards and punishments, not necessarily physical or
tangible rewards and punishments, are powerful
negotiation tools.
Competition If a lot of people are after what you have then you have a
lot of negotiating power.
Information Access to the best information is important. It needs to be
up-to-date and relevant.
Expertise Accurate and up to date knowledge in key areas related
to the negotiation.
Legitimacy Institutional power can be important in a negotiation.
Knowing what the other
needs
Knowing what others want and why it is valuable
information in any negotiation.
Investment How important is the outcome to others involved in the
negotiation? What is their investment in their preferred
outcomes? How does that compare with your
investment? How can you make them invest more so
they have more to lose if they do not achieve an
outcome?
Personal 'charisma' Personal charisma can be useful in charming others
involved in the negotiation. It might enable you to get
others to want what you want.
Precedent Are there previous decisions that were made that will
support your argument?
Preparation and Strategy for a Negotiation
The more work you put into a negotiation the more likely that you are going to be
successful. There are a variety of things you need to consider prior to commencing any
negotiation. The following questions are useful preparation for a negotiation.
- What are some background factors you must consider – such as previous
negotiations?
- List your ideal goals – what you could best hope for?
- What is your B.A.T.N.A. – the best alternative to a negotiated agreement. In other
words, what are your options if you do not negotiate an agreement? You need to
have this in your mind.
- List your fall back positions – what is a fair outcome?
- List your bottom line – what is the lowest point you would be willing to go?
