1. Power, Persuasion, and Ethics
CHAPTER 7
Power, Persuasion, and Ethics

2. Your BATNA is Your Most Important Source of Power in Negotiation
CHAPTER 7
Your BATNA is Your Most Important Source of Power in Negotiation
Negotiators must attempt to cultivate and improve upon their BATNAs prior to negotiating
To fully capitalize on BATNA:
Keep your options open
Signal your BATNA, but do not reveal it
Assess the other party’s BATNA
Other sources of power
Instructor’s Manual with Overheads to accompany Copyright ©2012 Pearson Education,
The Mind and Heart of the Negotiator 5/e (Thompson)  Inc. publishing as Prentice Hall

3. Central Route Persuasion Tactics
CHAPTER 7
Central Route Persuasion Tactics
The power of agenda
The power of alternatives
The power of options
Attitudinal structuring
The power of contrast (the psychological contrast effect)
Commitment and consistency (the consistency principle)
Framing effects: capitalizing on the half-full or half-empty glass
Fairness heuristics: capitalizing on egocentric bias
Time pressure
Instructor’s Manual with Overheads to accompany Copyright ©2012 Pearson Education,
The Mind and Heart of the Negotiator 5/e (Thompson)  Inc. publishing as Prentice Hall

4. Peripheral Route Persuasion Tactics
CHAPTER 7
Peripheral Route Persuasion Tactics
Status
Primary status characteristics
Secondary status characteristics (or pseudostatus characteristics)
Self-fulfilling prophecy
Stereotype threat
Gender
Cultural stereotypes and mental roadblocks
Exposing those negative stereotypes
Social networks
Social capital
Boundary spanners
Physical appearance
Delayed liking
To err is human
Priming the pump
Reciprocity versus complementarity
Social proof
Reactance technique
Foot-in-the-door technique
Door-in-the-face technique (or rejection-then-retreat tactic)
That’s-not-all technique (or sweetening the deal)
Instructor’s Manual with Overheads to accompany Copyright ©2012 Pearson Education,
The Mind and Heart of the Negotiator 5/e (Thompson)  Inc. publishing as Prentice Hall

5. Ethical Negotiation: Questionable Strategies
CHAPTER 7
Ethical Negotiation: Questionable Strategies
Lying (and its effects on negotiation issues)
Positions
Interests
Priorities and preferences
BATNAs
Reservation prices
Facts
Other questionable negotiation strategies
Traditional competitive bargaining
Manipulation of an opponent’s network
Reneging on negotiated agreements
Retracting an offer
Nickel-and-diming
Sins of omission and commission
Costs of lying
Instructor’s Manual with Overheads to accompany Copyright ©2012 Pearson Education,
The Mind and Heart of the Negotiator 5/e (Thompson)  Inc. publishing as Prentice Hall

6. CHAPTER 7
Exhibit 7-5: Conditions under which Negotiators Say They Would Engage in Deception (i.e., Lying) in Negotiations
Review of Categories (Left to Right on X-Axis):
Lie-for-a-lie: When I suspect the other party is deceiving me
One shot: In a one-shot situation, with no potential for a long-term relationship
Personal gain: If there was a gain to be had
Not getting caught: If I felt I could get away with it
Life or death: If the situation was “life or death”
Low power: If the other party had more power (i.e., to “level the playing field”)
Protecting reputation: When I would not have to worry about my reputation
Dislike: If I did not like the other person
Fixed pie: If the situation was purely distributive
Instructor’s Manual with Overheads to accompany Copyright ©2012 Pearson Education,
The Mind and Heart of the Negotiator 5/e (Thompson)  Inc. publishing as Prentice Hall

7. Psychological Bias and Unethical Behavior
CHAPTER 7
Psychological Bias and Unethical Behavior
Human biases that give rise to ethical problems in negotiation
Bounded ethicality
Illusion of superiority
Illusion of control
Overconfidence
How can negotiators calibrate ethical behavior?
The front page test
Reverse golden rule
Role modeling
Third-party advice
Strengthen your bargaining position
Instructor’s Manual with Overheads to accompany Copyright ©2012 Pearson Education,
The Mind and Heart of the Negotiator 5/e (Thompson)  Inc. publishing as Prentice Hall

8. Copyright ©2012 Pearson Education, Inc. publishing as Prentice Hall
CHAPTER 7
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Copyright ©2012 Pearson Education, Inc.  publishing as Prentice Hall