登录查看更多内容

What do you do if power dynamics hinder your ability to assert your needs in contract negotiation?

由人工智能和领英社区提供技术支持

Contract negotiation is a skill that can help you achieve your goals and protect your interests in various situations. However, sometimes you may face challenges when the power dynamics between you and the other party are not balanced. For example, you may be negotiating with a bigger client, a more senior colleague, or a more influential stakeholder. How can you assert your needs and avoid being intimidated or manipulated in such scenarios? Here are some tips to help you overcome power imbalances and negotiate effectively.

此文章中的业界达人

由社区从 3 条内容中精选。了解更多

1 Identify your sources of power

Power is not only about formal authority or status. It can also come from your knowledge, skills, network, reputation, or alternatives. Before you enter a negotiation, identify your sources of power and how you can leverage them to strengthen your position. For example, you may have unique expertise, valuable connections, or a better offer from another party. Use these factors to demonstrate your value and confidence, and to counter any attempts to undermine or pressure you.

添加您的观点

2 Prepare your BATNA

BATNA stands for best alternative to a negotiated agreement. It is the option that you would choose if the negotiation fails or the offer is unacceptable. Having a clear BATNA can help you set your minimum acceptable terms and avoid settling for less than you deserve. It can also give you more bargaining power and flexibility, as you can walk away from the negotiation if the other party does not meet your expectations. To prepare your BATNA, research the market, compare different options, and assess the costs and benefits of each one.

添加您的观点

Henrik Spandet

Say goodbye to stress, overwhelm, and burnout, and hello to greater productivity, success, and fulfillment. Experienced efficiency trainer with Amazon, Novo Nordisk, Mars, CP Kelco, Power Corporation and many more.
举报内容
The best BATNA when you have a difficult and toxic boss is to have sufficient money on your bank account. Also known as fu.. y.. money. You will be amazed how much the conversation will change and make your life easier, if your boss knows that you have no problems resigning.

已翻译

赞

3 Build rapport and trust

Power dynamics can create tension and distrust between negotiators, especially if one party feels threatened or disadvantaged. To overcome this barrier, try to build rapport and trust with the other party. Show respect, empathy, and curiosity, and listen actively to their needs and concerns. Avoid being defensive, aggressive, or accusatory, and instead focus on finding common ground and mutual benefits. By establishing a positive and cooperative relationship, you can reduce the impact of power differences and create more value for both sides.

添加您的观点

Justin McNaughton

Partner @ CAS | ??? Lawyer for fast-growing Tech Companies / Photographer / Mountain Biker / Dad
举报内容
“Engage people with what they expect; it is what they are able to discern and confirms their projections. It settles them into predictable patterns of response, occupying their minds while you wait for the extraordinary moment — that which they cannot anticipate.” -Sun Tzu

已翻译

赞

4 Use objective criteria

One way to deal with power imbalances is to use objective criteria to justify your requests and evaluate the offers. Objective criteria are standards or benchmarks that are independent, verifiable, and relevant to the negotiation. For example, you can use market rates, industry standards, best practices, or expert opinions to support your arguments and proposals. Using objective criteria can help you avoid emotional or subjective judgments, and make the negotiation more fair and rational.

添加您的观点

5 Seek creative solutions

Sometimes, power imbalances can lead to deadlock or impasse, when neither party is willing or able to make concessions or compromise. In such cases, you may need to seek creative solutions that can satisfy both parties' interests and needs. To do this, you can use techniques such as brainstorming, expanding the pie, or trading off. Brainstorming is generating multiple ideas without judging or evaluating them. Expanding the pie is finding ways to increase the resources or benefits available to both parties. Trading off is exchanging items of different value or importance to each party.

添加您的观点

Justin McNaughton

Partner @ CAS | ??? Lawyer for fast-growing Tech Companies / Photographer / Mountain Biker / Dad
举报内容
“There are five essentials for victory: 1 He will win who knows when to fight and when not to fight. 2 He will win who knows how to handle both superior and inferior forces. 3 He will win whose army is animated by the same spirit throughout all its ranks. 4 He will win who, prepared himself, waits to take the enemy unprepared. 5 He will win who has military capacity and is not interfered with by the sovereign.” -Sun Tzu

已翻译

赞

6 Know when to walk away

Finally, you should know when to walk away from a negotiation that is not going in your favor or that is harming your interests. Sometimes, the power imbalance may be too great or the other party may be too unreasonable or unethical to reach a satisfactory agreement. In such situations, you should not hesitate to end the negotiation and pursue your BATNA or another option. Walking away can be a sign of strength and self-respect, and it can also open the door for future negotiations with better terms and conditions.

添加您的观点

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Contract Negotiation

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

What do you do if power dynamics hinder your ability to assert your needs in contract negotiation?

1

2

3

4

5

6

7

1 Identify your sources of power

2 Prepare your BATNA

3 Build rapport and trust

4 Use objective criteria

5 Seek creative solutions

6 Know when to walk away

7 Here’s what else to consider

Contract Negotiation

给文章评分

感谢您的反馈

更多Contract Negotiation相关文章

更多相关阅读内容

What do you do if power dynamics hinder your ability to assert your needs in contract negotiation?

1

2

3

4

5

6

7

1 Identify your sources of power

2 Prepare your BATNA

3 Build rapport and trust

4 Use objective criteria

5 Seek creative solutions

6 Know when to walk away

7 Here’s what else to consider

Contract Negotiation

给文章评分

感谢您的反馈

查看其他技能