What are Negotiation Dynamics?
Negotiation dynamics can play a huge role in the outcome of your personal, business, and international negotiations.
Negotiators typically assume that their interests are diametrically opposed. This is especially true in cases where negotiation dynamics, whether in the form of power dynamics or interpersonal chemistry, feed into the idea of conflict. At the same time, it’s unreasonable to think that we don’t occasionally go into a negotiation with a stronger or weaker party.
It’s important to point out, however, that power is in the eye of the beholder, especially when it comes to negotiation dynamics.
For example, resources are often the most obvious source of power, but maintaining good relationships, being viewed as an expert, and constructing mutually beneficial agreements also add to one’s power base.
Additionally, your best alternative to a negotiated agreement, or BATNA, is often your best source of bargaining power. By cultivating a strong outside alternative, you gain the power you need to walk away from an unappealing deal.
If that’s not an option, negotiators in a weak bargaining position can often gain power by teaming up with others in their situation and negotiating collectively. However, if your needs and wants don’t match those of the majority, you might fall short of your goals, so assess the pros and cons of each approach carefully.
But when you can put aside negotiation dynamics, and consider the possibility that your goals could be compatible with those of your counterpart, you open up opportunities for win-win deals.
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