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Power, Persuasion, and Ethics

MGS 4311

October 18, 201

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October 18, 201
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Tapping into Power in Negotiation

Information
Status
Primary status characteristics
Secondary status (pseudostatus) characteristics

Social networks
Social capital
Boundary spanners

Physical appearance

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October 18, 201
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Central Route Persuasion Tactics

The power of agenda

The power of alternatives
The power of options
Attitudinal structuring
The power of contrast
Commitment and consistency
Fairness heuristics
Time pressure

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October 18, 201
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Peripheral Route Persuasion Tactics

Delayed liking
To err is human
Unconscious priming
Reinforcement
Social proof principle
Reactance technique
Foot-in-door technique
Door-in-the-face technique (rejection-thenretreat)
Thats-not-all-technique (sweetening the deal)

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October 18, 201
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Ethical Negotiation: Questionable

Strategies

Lying
Traditional competitive bargaining
Manipulation of opponents network
Reneging on negotiated agreements
Retracting an offer
Nickel-and-diming

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October 18, 201
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Psychological Bias and Unethical

Behavior
Human biases
Illusion of superiority
Illusion of control
Overconfidence

The front page test

Reverse golden rule
Role modeling
Third-party advice
Strengthening your bargaining position