Projecting Influence at the Negotiating Table: Strategies Used by Shrewd Negotiators to Exert Power
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Negotiating effectively can be a crucial skill in various aspects of life. According to Adam D. Galinsky and Joe C. Magee, three main sources of power in negotiations are derived from distinct bases of influence. These sources are control over resources or outcomes, control over information, and legitimacy or authority [1].
Control over Resources or Outcomes
Having the ability to provide or withhold something valuable can significantly impact negotiations. This could be anything from a tangible resource like money or goods, to intangible resources such as time or access to certain opportunities.
Control over Information
Possessing superior or exclusive information is another source of negotiation power. In situations where one party has more knowledge than the other, they may hold the upper hand in the negotiation process. This is especially true when the information is crucial to reaching an agreement.
Legitimacy or Authority
Legitimacy or authority stems from recognized rights or social legitimacy to influence the negotiation. This could come from a strong role, title, or position, such as a high rank in an organization. The legitimacy granted by one's role can provide a significant advantage in negotiations.
These sources align with established negotiation theory and Galinsky and Magee's research emphasis on power dynamics at the negotiation table. The Harvard Program on Negotiation, in a blog post, highlights that negotiating power generally comes from one of these three sources [1].
By understanding these sources of power, negotiators can prepare themselves better for negotiations, especially when dealing with powerful counterparts. Cultivating a strong outside alternative, psychological power, and a strong BATNA (best alternative to a negotiated agreement) can also increase your bargaining power in negotiations.
For those looking to improve their negotiation skills, the Program on Negotiation at Harvard Law School offers a FREE special report titled "Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator". Originally published in 2011, this report provides valuable insights into effective negotiation techniques.
[1] Galinsky, A. D., & Magee, J. C. (n.d.). The Three Sources of Power in Negotiation. Harvard Program on Negotiation. Retrieved from https://www.pon.harvard.edu/blog/the-three-sources-of-power-in-negotiation/
- Effective training in negotiation skills, such as understanding the three sources of power in negotiations – control over resources or outcomes, control over information, and legitimacy or authority – can be beneficial for career development and self-improvement in business and various aspects of life.
- In order to prepare for negotiations with powerful counterparts, it is essential to cultivate a strong BATNA (best alternative to a negotiated agreement), psychological power, and a strong outside alternative, which can be learned through skills-training and education-and-self-development programs.
- The Program on Negotiation at Harvard Law School offers a FREE special report titled "Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator", providing valuable insights into effective negotiation techniques and communication strategies that are essential for success in finance, law, and business.
- By developing strong negotiation skills, individuals can elevate their leadership roles within organizations, enhancing their ability to handle complex negotiations with clients or team members, thus contributing to overall business growth and development.
- Any aspiring negotiator can leverage research on power dynamics in negotiations, such as the three sources of power identified by Adam D. Galinsky and Joe C. Magee, to improve communication, decision-making, and career development opportunities.
