Archive for May, 2010

By Karen S. Walch

A classic slogan about negotiation leverage involves how to get others to do the work for you, but always taking the credit for yourself. It is important in this classic law of power to leverage the knowledge and “legwork” of others to solely advance your own interests. This manipulation tactic saves you valuable time and energy. By leveraging others’ support, you can be the negotiation winner while others will soon be forgotten. This week’s law will explore how leverage in the 21st century can be enhanced not by manipulating the support of others in order to win, but by supporting others to win as a strategy to win yourself.
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By Karen S. Walch

An ultimate goal of classic negotiation power and leverage practices is to become completely self-reliant and autonomous from others.  Realism theories assert that a disciplined strategy designed to preserve positional advantage over others is fundamental for abundance and success in a world of fear, manipulation and competition.  Classic laws of power require negotiators to:  1. See the world exactly as it is: immutable and full of inevitable conflict and competition; and 2. Win relative to others in a conflict world. This week’s law will address the premise of these classic laws as admirable and salacious, but not very relevant for 21st century negotiators.
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By Karen S. Walch

Throughout this series, we have addressed the Machiavellian moral and rational quest to advance egoistic self-interest and the need to exert leverage over others for negotiation success.  This week we will explore the stamina, certainty and clarity required in order to yield such leverage over others in a classic negotiation approach. As I recover from jet lag this week after a Middle East and India tour with students, I ponder the reality of this presumption of classic power and leverage. Can negotiators practically attain enough clarity about what we think other negotiators may need in a negotiation? Is it possible for negotiators today to generate the stamina required to control others’ behaviors in a world of bewildering velocity and complexity?
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