World Café

48 Laws of Power for 21st Century Global Negotiators

power48 By Karen S. Walch, Ph.D.

Classical thinkers such as Machiavelli, Sun Tzu and von Clausewitz recommend stealth, deception and “total absence of mercy” in negotiation. That’s what historian Robert Greene concludes in The 48 Laws of Power (Viking Press, 1998). But as a professor of cross-cultural negotiation at Thunderbird, I have observed a different set of laws for 21st century negotiators who live and work in a global economy.

My quest to understand these laws started decades ago, when I blissfully searched through graduate school catalogues to find a social science program to educate me on the nature of power. I wanted to sharpen my understanding of the sources and practices of power in international relations, but more specifically I wanted to develop my skills as a negotiator and diplomat.

It turns out that political science is the discipline dedicated to the art and practice of power. So I “learned by going where I had to go,” as the poet Theodore Roethke puts it, and became a political science doctoral candidate.

I immersed myself in the writings of Italian philosopher Niccolò Machiavelli, Chinese warrior Sun Tzu, Prussian military strategist Carl von Clausewitz and other historical figures who studied the best ways to crush an opponent.

In addition to my classical study of power, I have decades of daily observation in the classroom and the corporate world about the practice of power in global negotiations.

The two sources of information do not always agree on the best way to achieve success. Greene’s book is a fun read and brilliant satire, but it provides little practical utility for global negotiators in the 21st century.

Many of the rules to win that Greene espouses appear worn out and generalized about a time before global and social interdependency and mechanisms for justice became fundamental components in the world economy.

Twenty-first century negotiators need a new system of rules that work in the context of globalization.

In negotiations where the outcomes are a matter of national or personal security, the “ruthless, selfish, manipulative, deceitful, duplicitous tools used by the royal courtiers” may continue to serve as rules to live by.

But in other situations where social, political and economic problems are the result of complex relationships that only can be solved by understanding the other side, negotiators must apply a different set of rules to produce more sustainable, prosperous and satisfying agreements.

Starting in September, I began a 48-week journey to explore some of these new laws of power for 21st century global negotiators. Each week in the World Café, my blog on the Thunderbird Knowledge Network, I address one of the laws and provide an exercise to identify and enhance your own negotiation power.

These laws dismantle much of the negative mythology that surrounds negotiation power in our vocabulary today. They highlight common power problems and suggest practical ways to solve them.

If you are ready to dive in, please join the conversation. Your comments are welcome.

Law 1: Start Where You Are

Leverage
Law 29: Maximize Your Leverage | Law 30: Leverage Negotiation Basics | Law 31: Leverage Social Engagement Skills | Law 32: Acquire Power and Leverage | Law 33 | Law 34 | Law 35 | Law 36 | Law 37 | Law 38 | Law 39 | Law 40 | Law 41 | Law 42 | Law 43 | Law 44 | Law 45 | Law 46 | Law 47 | Law 48

Posted: 01|11|10 at 11:42 am.
Filed under: Karen Walch, Laws of Power.
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12 Responses to “48 Laws of Power for 21st Century Global Negotiators”

Thomas F. Steck '07 Says:
September 4th, 2009 at 2:06 am
Hello Karen

Without a doubt, it is a very important subject today. Not only in my private field but also in business relations, I experienced a lack of diplomacy and intuition in negotiations. So I’m curious how I can enhance my negotiation skills and use power wisely.

Thomas
Karen Says:
September 4th, 2009 at 8:29 am
Thomas, Welcome to our dialogue on power in the 21st century! Your curiosity, like mine, will make this a meaningful and purposeful next 48 weeks! I look forward to your comments and insights!
Shamshad Khan Says:
September 6th, 2009 at 6:56 am
Agree with your observation and thoughts. But I would prefer 48 days over 48 weeks.
Well, I think I will buy the book to be able to follow your thoughts along.
Frederick Says:
September 6th, 2009 at 10:27 pm
Dr. Walch: I have read and reread the Bob Greene’s 48 Laws of Power and have given it as gifts to students in my Leadership Development Classes. I agree with your thoughts on negotiations. You make a great point on the conniving and deceptive practices of old. How different is your take on the 48 Laws and can the book be purchased. How can others be involved in the discussion via the internet, podcast, etc.

I look forward to your response.
Karen Says:
September 8th, 2009 at 12:01 pm
Shamshad, Thank you for your comment! Your questions and insights will be very beneficial for all of us as we explore this topic. The book is not published yet, but I wanted to begin to share my observations and thoughts with you. I will address the physiological, intellectual, emotional, social, and spiritual elements of power in the 21st century. Each week be sure to post any questions or thoughts about the ideas and exercises. Thank you for the interest in exploring this relevant topic with me, Shamshad!
Karen Says:
September 8th, 2009 at 12:16 pm
Frederick,
I am very happy to hear about your interest in Greene’s 48 Laws and ways to add elements for the 21st century. That is a great idea to present the book for leadership development. I also enjoy that book and have relied on the classic principles regarding power for many years in my study of negotiation. However, as I mentioned, I have observed another set of laws about power in negotiation in the context of complex cultural diversity and globalization.

The real difference in my observation is that when relationships and the substance of a negotiation are critical, then the classic fear based laws of power are not as successful or satisfying. If the relationship does not matter, then the classic Machiavellian strategies and tactics are the laws to follow. For most of my experience and the negotiators I have worked with in the last several decades, negotiations most often involve complex and important relationships which require sustainable outcomes.

As I have mentioned to Shamshad, the book is not yet published. However, I welcome you and any one of your colleagues or students to participate with us. The 48 Laws will be available here on the Thunderbird external site 24/7. Each week’s Law will have a discussion open to anyone interested in this topic. I welcome your contributions!
Cafe World Says:
November 27th, 2009 at 7:30 pm
Many people feel that to have the skill of negotiation means that you become a car seller overnight, you have to use this skill every day and that by having this skill you manipulate people.

It`s a skill – a tool in our private toolbox. Is it natural to use hammer for nails? Sure it is, because it makes the work easier and more effective. Is it natural to use hammer for drinking a water? No, it is not, because it doesn`t help at all.

It`s up to every person when and how to use their tools.

I`ve read a brilliant book on this topic: The secrets of power negotiating by Roger Dawson. While I was reading, I was remembering some situations that were going exactly as the author was describing. It has given me excellent insight.

But most importantly, it showed me that the right negotiation is when you as a negotiator win, but the other person feels as he/she won as well. Then it`s win/win deal.

I agree with Shamshad that it would be better to have 48 days, rather than 48 weeks
Cafe World Appreciation Says:
December 16th, 2009 at 9:19 pm
David Cooperrider from Case Western Reserve offers one of the most intriguing new models for negotiating change. Appreciative Inquiry focuses on the positive core in organizations (and people) whereby the old methods of problem analysis and solutions are replaced by seeking out the positive to the extent that any deficiencies become irrelevant. I think this mode is a new paradigm shift in the sphere of negotiations and organizational development.
Cafe World Appreciation Says:
December 16th, 2009 at 9:20 pm
Oh, and you can enroll in an appreciative inquiry webinar training program through ovation.net. Check it out. It was truly amazing.
Nossi Says:
February 5th, 2010 at 12:41 pm
Dear Professor,
I am a former grad student class of 77′. Had a very successful manufacturing business and dealt in S.E. Asian countries. I strongly believe that Thunderbird experience opened many doors towards my past successful career. However, learning each day is the key which keeps us alive and alert to the new ways of thinking. Thank you.
Nossi
Karen Says:
March 5th, 2010 at 2:19 pm
thank you to all for the supportive and valued insights. I encourage a further exploration of the appreciative inquiry – this is indeed, the steps which practically facilitate more constructive and problem solving negotiation processes. It is inspiring to hear from several of the Thunderbirds from classes past! – and from those new to Thunderbird. Please participate where you can in our laws series with your insights, resources, and stories! thank you again.
Steve Pieters Says:
April 5th, 2011 at 9:43 am
Good Morning Karen,

I am extremely interested in Greene’s 48 Laws and ways to add elements for the 21st century, I just bought the book yesterday and can’t wait to start reading it today. I am a great lover of philosophy and have studied many of the writings of Plato, Williams James, Sun Tzu, and many others and have found that enlightenment holds more of a key to negotiations than war. In many cases in Sun Tzu’s Art of War it and Carl von Clausewitz On War, they discuss intellectual ideals about war, worthy opponents, honor and whether war is a means to an end outside itself or whether it can be an end in itself. They all believed in that war must serve a greater good and in many honorable society’s the common phrase was, “the war to end all wars”. If that were only true.

All in all, I am very excited to be in your class professor and look forward to your insights and knowledge in conflict resolution and management with the twist of international negotiations. I have a thirst for knowledge and a passion for diplomacy.

Thank you so much for all of your words of wisdom to help us all in the international arena.

Steve Pieters