Replies

Responding to Person 1

Hello,

Thank you for your post. I appreciate the fact that you used such a key point by Jack Nasher, as the negotiation results are usually dictated less by the authority but more by the perceived power. I agree with you that confidence, appearance, and attitude play a significant role in deciding the flow of a negotiation. Nasher’s emphasis on “you don’t get what you deserve, you get what you negotiate” stuck with me as well: Replies.

It reminds us that preparation, presence, and persuasive communication can be more effective. Your example about attire and language was relatable and demonstrated how these elements impact trust and respect. Negotiators who come out as confident and professional are more apt to take the upper hand (Skandrani et al., 2021).

I concur that nonverbal communication, such as posture and tone of voice, expresses power, even without saying much. Overall, you presented the main message successfully and demonstrated how the perception may form the real-life results. Great work!

References

Skandrani, H., Fessi, L., & Ladhari, R. (2021). The impact of the negotiators’ personality and socio-demographic factors on their perception of unethical negotiation tactics. Journal of Business-To-Business Marketing, 28(2), 169–185. https://doi.org/10.1080/1051712x.2021.1920700

Responding to Person 2

Hello,

Thank you for your post. You brought out some insightful thoughts from the speech given by Jack Nasher, concerning the consequences of exposing too much attachment during a negotiation. I understand that saying you badly need something can change the balance to the disadvantage of the other party, who may not even be the person in a position of real leverage. I related well to your point about childhood and a change in our attitude toward authority as we grow.

Admittedly, power is significantly related to freedom and the possibility to make decisions by ourselves. I also appreciate the fact that you underlined the concept that power is an ever-changing and personally conceived thing. Power can shift based on how each side presents itself, responds to new information, or manages pressure (Avelino, 2021).

Your response is quite impressive and furthered the message that Nasher is trying to explain about the issue of control, and more of perception and presence in bargaining. Great work!

References

Avelino, F. (2021). Theories of power and social change. Power contestations and their implications for research on social change and innovation. Journal of Political Power, 14(3), 425–448. https://doi.org/10.1080/2158379x.2021.1875307

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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.

Replies

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.