Archive for April, 2010

By Karen S. Walch

In classic lessons about power, parties leverage their capabilities in a MAD – Mutually Assured Destruction (MAD) method. MAD is a doctrine most often used in national security policy, but also used in negotiation strategy. It is believed that a rational guaranteed destructive use of weapons (i.e. nuclear threats) by two opposing sides results in a balance of power between the parties. A fundamental assumption is that in a world of conflict and limited resources, negotiators must predominately prepare for the worst-case scenario. Throughout the Laws of Power, we have addressed how to use negotiation preparation not only to prepare for the worse case scenario, but also how to generate positive, creative opportunities despite the limitations. This week we will continue this theme and build on studies from social psychology about cooperation.
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By Karen S. Walch

The possession of leverage is an essential requirement in classic laws of power. The word “leverage” was originally used as a noun to indicate positional advantage over others in a negotiation. This term has eventually become a verb to mean that a negotiator can move and force counterparts to yield to tactics used against them. In classic notions of power, a negotiator with leverage has the ability to wield force and have authority to coerce obedience from others. In the next several weeks, we will explore the possession and exercise of negotiation leverage in the 21st century.
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By Karen S. Walch

Revenge in classic laws of power refers to purposeful retaliation in an attempt to seek justice. Acts of revenge are viewed by those who retaliate as a defensive act in response to an offender’s unwarranted and unfair behavior. In negotiation, when the offender makes a move in a negotiation that is viewed by the injured party as unjust, the victim will often feel the need to forcefully retaliate. In classic military terms, this can lead to violent responses. In personal or professional negotiations, this may take the form of refusals to cooperate, ignoring requests, or the use of exceedingly aggressive or legal and defensive negation tactics. This week’s law will address one of the most radical tactics used when revenge may be warranted in a negotiation with an attacker, manipulator or disrespectful negotiator. In addition to defensive revenge measures, skills and tactics of forgiveness also serve as a means to balance the power in an unfair negotiation situation.
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By Karen S. Walch

There are many ancient and classic laws about the acquisition of power through shapeshifting in an attempt to accomplish one’s goals or to destroy an enemy. “Shed your Skin like the Golden Cicada” from the ancient Chinese Thirty-Six Stratagems, for example, illustrates how to escape and regroup if you are in danger of defeat by another.  The goal of most classic shapeshifting tactics are designed as a deceptive means to destroy others, and often have sinister overtones to them.
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