Discussion: Negotiation Power by Jack Nasher
Person 1
Jack Nasher’s TEDx talk “Negotiation Power” video is an exploration of how perceived power shapes the outcome of negotiations. This is not about someone’s actual power. “You don’t get what you deserve, you get what you negotiate” is a remarkable thesis.
The core concept he is discussing is that perception trumps reality, arguing that negotiations are driven by how powerful one appears versus by actual leverage. I suppose this could be true in competitive style negotiation. Another argument of Nasher is that negotiation success is not about fairness or merit, it is about perception. I think that people respond better to confidence and honesty. I agree with Nasher that performance, presence and persuasion are all 3 important in negotiation. Nonverbal cues such as posture and attire can drastically change the direction or balance of the negotiation. For example, if I walk into a meeting of negotiation wearing pants that are ripped, stained and 2 sizes too big what is your impression? Will you trust me? Will you respect me? If I start the negotiation off using cuss words and being derogatory to your statements or comments, will you want to engage in conversation with me? Appearance, performance and persuasion type all play a role in how negotiation will play out, more than likely in your favor.
Jack Nasher’s message is interesting and empowering. Is success in negotiation about fairness and merit or about perception, performance and preparation? I believe that if you appear powerful and confident you can change the outcome of the negotiation.
Person 2
The first thing that stood out to me was when he mentioned the more important the competition is to one party, the more power the other individual has. If you begin a negotiation stating how important this is to you and how you will do anything to make it work, you have now made yourself look weak to the other party. They will believe they have power over you even if they don’t. It is important to be honest but not to make yourself weak.
He also mentioned that power shifts. Power figures when we were children were our parents but as we got older and got more freedoms we don’t see them as much as people with power. We likely respect them which means we respect their advise but no longer see them as powerful as we used to. I think authority in this case had a lot to do with freedom as when we are children we do as we say and a lot of times aren’t supposed to question what we were told.
Finally, his point on power and perception. Power is relative because it is a perception. I thought it was interesting when he said “there is no power it is just perception”. Power is also dynamic meaning it can shift through new found information or how someone may respond. Who was thought to be powerful at the beginning of the negotiation may not be as powerful at the end.
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Discussion: Negotiation Power by Jack Nasher
Chapter 10 – Write your reaction to the video regarding Power
Negotiation Power by Jack Nasher
Watch the YouTube video and answer the question—300 words required. The paper is submitted to Turnitin. course: conflict resolution