Sources of enhancing negotiating power

Sources of enhancing negotiating power

Following should be used as a checklist for enhancing the negotiating power of individuals:

 Power of skill
 Power of knowledge
 Power of good relationship
 Power of good alternative to negotiations
 Power of elegant solution
 Power of legitimacy
 Power of commitment

These are detailed below:

(i) Power of skill
As discussed above, skilled negotiators have much advantage in being able to secure a good agreement that has a high degree of implement-ability and stick-ability. These skills can be acquired and persons should have them prior to actual negotiations.
(ii) Power of knowledge
Knowledge may be of general type regarding procedural options, awareness of members‟ style of negotiation and impact of cultural differences if any. A person with a repertoire of examples, precedents, and illustrations can enhance his persuasive power.
Specific knowledge of particular issues under negotiations can make one even more powerful. Followings can strengthen one‟s ability to influence:
1. Knowledge about persons involved in the negotiations
2. Knowledge about the interests involved
3. Knowledge about the facts of the issues
(iii) Power of good relationships
The good working relationship does not imply approval of each other‟ conduct although mutual respect and affection may help. Two important aspects of a good relationship are:
(a) Trust
It comes from building referent power over time through honesty, integrity, and commitment to promises made. Individuals‟ power comes from the perception of others of whether they trust the person involved in negotiations.