Published by:
Harvard Business Publishing
Length: 5 pages
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Abstract
Cultivating and enhancing power is touted as a way to guarantee negotiation success. Powerful negotiators feel less urgency, have more confidence, and make fewer concessions. Ultimately, they end up with a better deal. That''s the familiar story - but reality is a bit more complex. Powerful negotiators are subject to misperceptions, grand illusions, and misguided strategies. At the same time, power motivates untrustworthy behavior, harsh judgments, and competitive moves on the part of weaker adversaries. The baggage that accompanies power can undermine even the strongest player. In this article, the author presents five warnings for negotiators who believe that power guarantees success at the bargaining table and then describes some strategies to help you avoid making these mistakes in your own negotiations.
About
Abstract
Cultivating and enhancing power is touted as a way to guarantee negotiation success. Powerful negotiators feel less urgency, have more confidence, and make fewer concessions. Ultimately, they end up with a better deal. That''s the familiar story - but reality is a bit more complex. Powerful negotiators are subject to misperceptions, grand illusions, and misguided strategies. At the same time, power motivates untrustworthy behavior, harsh judgments, and competitive moves on the part of weaker adversaries. The baggage that accompanies power can undermine even the strongest player. In this article, the author presents five warnings for negotiators who believe that power guarantees success at the bargaining table and then describes some strategies to help you avoid making these mistakes in your own negotiations.