3 Power, Concession

Question 1

Power definition:

Answer 1

Ability to achieve affects on others person

Question 2

Sources of power

Answer 2

• having a good plan
• having alternatives
• ability to reward /punish (Lecturer)
• internal alignment
• confidence (power exist when the perception exist)
• Persona / charisma (tall people give powerful reception)
• Normative / social proof
• Competition
• Legitimacy
• Time (the more time you have the more powerful you are)
• Patience (the more patines you have the more power you have)
• Trust / reputation (amazon **** = power)
• Knowledge (the more you know the more powerful you are)

Question 3

Power: 4 essential questions

Answer 3

• What power do i have?
• How can i increase my power?
• What / how much power should I use?
• How will using that power help or hurt the relationship

Question 4

Concession definition

Answer 4

Give something

strengths because you give something small and gel back something bigger

Question 5

Concession, Rules, important things, principles

Answer 5

• initial concession should be desires, throwaways
• Be persistent
• winner’s course (never say yes to the first offer –> the other party would thing the he could have asked more –> no win-win situation)
• Making and Taking
• should be conditional (never make concession without asking something in return)
• Concession amount is important (% or absolute, is only 2% or is only 20 euros, concession among is going bigger (1-3-7): timer pressure. concession amount is going smaller: other party won’t be able to give much more
• it’s ok to don’t reach an agreement if you have an alternative (ant the alternative is better)
• Never split –> it s a huge concession 50%! nel momento che lo dici hai già accettato quel prezzo)

Question 6

Hoe to persuade somebody

Answer 6

• Self-Interest
• Concession
• Reason (people are more easily influence when a reason is given)
• Association (people want to be part of positive association and not part of negative “ i need help, you are the only one who can help me”)
• Perceptual Contrast: if a second item is different form the first people tent to see the second item as even more different form the first: prezzi sono aumentati del 30% per favore fammi uno sconto del 10%?
• Scarcity: opportunity seems even more valuable where availability is limited: there are only 10 pieces at this price
• Social Proof: people normally act in accordance with social evidence: everyone use the train, why do you use the bicycle

Question 7

Personal departing thought

Answer 7

Negotiate but always be yourself
Strategy: anticipate throughout your life
Lead: don’t be an ostrich
Power: believe in yourself - be confident
The world out there is challenging: don’t be discouraged, be positive
Be passionate and build your personality

Question 8

Skilled negotiator

Answer 8

Ask more questions
are good listeners
important: check what you understood

Question 9

Final offer

Answer 9

take or live, final offer: use only if is really true!!!