Enhance Negotiating Power

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Enhance Negotiating Power

Sean Courtney
PS 301
Paper 2
How do you enhance your negotiating power? Negotiation: Strategies for Mutual Gain, is an attempt to answer that. Negotiation: Strategies for Mutual Gain, is a collection of key ideas and process strategies about negotiating and resolving disputes more effectively. It is about breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems. This book is for all people of all careers and all purposes whether at work, at home, the store or any place were Negotiations ideas prove useful. In this paper I will outline and summarize the methods and ideas of the three main parts of the book, which are: Frameworks for Effective Negotiation, Applying Mutual Gains to Organizations and Perspectives on Individual Negotiators. In part 1, chapter 1 outlines the authors Fisher and Ury techniques to negotiating; in chapter 2 it outlines Raiffa’s highly analytic approach to negotiating and chapter 3 outlines Straus’s theories. Part 2 themes are how to apply the authors mentioned ideas of problem –solving frameworks to organizations. In part 3, each of the authors discusses how the issues of individual style, perception and gender affect the process of negotiation. All of the authors offer coherent techniques and incisive ideas for readers to integrate into their own negotiation frameworks (Hall 2). I feel anyone and everyone can use these ideas of negotiation in their lives and become a better negotiator.
In chapter one of part one it deals with the issue on how you negotiate and prepare to negotiate. In negotiation the way you negotiate makes all the difference in the world. Negotiation power is the ability to persuade someone to do something (4). There are many sources of negotiation power, one is having good BATNA- Best Alternative To a Negotiation power are people, interests, options and objective criteria.
Developing a good working relationship between parties is excellent source of negotiation power. If you treat the other side with respect, use two-way communication with good listening and show you understand each other sides then negotiations are more likely to be easier and more successful. Good listening can increase your negotiation power by increasing information you have about the other side’s interests or about possible options (7). If you listen to the other side they are more likely to listen to you. The better your working relationship the bett...

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