{"id":5180,"date":"2018-03-29T08:49:23","date_gmt":"2018-03-29T13:49:23","guid":{"rendered":"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/?p=5180"},"modified":"2018-03-29T08:49:23","modified_gmt":"2018-03-29T13:49:23","slug":"how-to-combat-soft-and-hard-power-in-negotiations","status":"publish","type":"post","link":"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/how-to-combat-soft-and-hard-power-in-negotiations\/","title":{"rendered":"How To Combat Soft And Hard Power In Negotiations"},"content":{"rendered":"

\"\"<\/p>\n

\u201cTo assess the power of your words, taste them before offering them to others. If they taste bitter, consider whether to present them and if so, when.\u201d<\/strong> \u2013Greg Williams, The Master Negotiator & Body Language Expert<\/p>\n

Do you know how to #combat soft and hard #power in #negotiations<\/strong>? Can you identify when either is being used in a negotiation?<\/p>\n

Everyone seeks power in a negotiation. That power may stem from the influence that one negotiator has over the other, or it may stem from an external source. Regardless of the power source, good negotiators are aware that there are different kinds of power. Great negotiators know there\u2019s a difference, and they also know how to use and combat soft and hard power in negotiations<\/strong>.<\/p>\n

This article defines and discusses the points of hard versus soft power and their usage in a negotiation.<\/p>\n

Soft Power Defined<\/strong><\/p>\n

Soft power is denoted by the efforts to shape someone\u2019s perspective through the use of positive persuasion. Magnification occurs by shaping the preferences of others through appeal and attraction. Its usage is employed in an attempt to mold the other negotiator\u2019s perspective by cajoling him. Soft power is distinguished from hard power by the lack of coercion used to accomplish goals.<\/p>\n

Combating Soft Power<\/strong><\/p>\n

One might initially think that there\u2019s nothing to fear from this type of power, but there is. This type of power can lull you into a false sense of security. Then, after you\u2019ve been subdued, shrewd negotiators may move towards a hard power strategy, leaving you wondering what occurred.<\/p>\n

To offset usage of soft power:<\/p>\n

    \n
  1. Be mindful of implementing your negotiation plan<\/li>\n
  2. Observe how your plan is being impacted by this strategy<\/li>\n
  3. As long as your plans are on track, continue to be gracious<\/li>\n
  4. If the plan is attacked, be prepared to \u2018go hard\u2019<\/li>\n
  5. Use threat of \u2018going hard\u2019 to suggest possible impasse<\/li>\n<\/ol>\n

    Using Soft Power<\/strong><\/p>\n

    Soft power is best utilized when you\u2019re in a power position in a negotiation. Even then, it should only be used against a non-hardnosed negotiator (i.e. a negotiator that will fight about everything because he only wins if you totally lose).<\/p>\n

    Hard Power Defined<\/strong><\/p>\n

    Hard power is denoted by a user\u2019s attempts to persuade by using coercion in an effort to influence the other negotiator. Coercion can be in the form of intimidation, bullying, bribes, threats, or other perceived negative actions to influence someone.<\/p>\n

    Combating Hard Power<\/strong><\/p>\n

    First, know with whom you\u2019re negotiating. That will give you insight into the probability of how he\u2019ll negotiate with you. The user of this ploy will be someone that believes and\/or loves to be and be perceived, as a tough negotiator.<\/p>\n

    To combat this type of power:<\/p>\n

      \n
    1. Have a succinct plan for the negotiation<\/li>\n
    2. Adopt fearless demeanor<\/li>\n
    3. Play tough guy (i.e. bad cop) role<\/li>\n
    4. Make concessions judiciously, deliberately, and slowly<\/li>\n
    5. Bonus \u2013 Use hidden higher authorities for leverage<\/li>\n<\/ol>\n

      Using Hard Power<\/strong><\/p>\n

      One should be cautious about using hard power. Some negotiators will react erratically when confronted by someone that they perceive as trying to harass them through the use of this type of power. Its best implementation is employed in situations where the opposing negotiator adopts a \u2018take no prisoners\u2019 position. It can also be used when the other negotiator attempts to reach beyond his grasp in an effort to bedevil you.<\/p>\n

      The degree that you choose to combat soft or hard power in a negotiation will be dependent upon the personality type of the other negotiator. If he\u2019s a hardnosed negotiator, he may employ this tactic simply to test you. Based on one\u2019s personality and penchant for angst, a stronger versus not so strong response will work. If you know the difference between the two types of power and when to use one versus the other, you\u2019ll increase your negotiation outcomes \u2026 and everything will be right with the world.<\/p>\n

      Remember, you\u2019re always negotiating! <\/strong><\/span><\/p>\n

      After reading this article, what are you thinking? I\u2019d really like to know. Reach me at <\/strong>Greg@TheMasterNegotiator.com<\/a>\u00a0<\/strong><\/p>\n

      To receive Greg\u2019s free 5-minute video on reading body language or to sign up for the \u201cNegotiation Tip of the Week\u201d and the \u201cSunday Negotiation Insight\u201d click here <\/strong>http:\/\/www.themasternegotiator.com\/greg-williams\/<\/strong><\/a><\/p>\n

      #NegotiatingWithABully #Bullying #Bully #negotiations #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #CombatDisinformation #hardpower<\/p>\n","protected":false},"excerpt":{"rendered":"

      Read this article to gain insight into the usage of soft and hard #power in #negotiations.<\/p>\n","protected":false},"author":86,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"wpupg_custom_link":[],"wpupg_custom_link_behaviour":["default"],"wpupg_custom_image":[],"wpupg_custom_image_id":[],"footnotes":""},"categories":[36,41,70,67,64,63,59,43,179,37,83,45,54,89,73,38,80,44,46,39,49,47,50,51,52,53,48],"tags":[178,173,172,205,175,167,164,169,162,174,171,168,161,163,165,206,166,170,177,176],"editorial_calendar_month":[],"class_list":["post-5180","post","type-post","status-publish","format-standard","hentry","category-best-practices","category-business","category-business-development","category-business-growth","category-business-practices","category-careers","category-corporate-governance","category-customer-service","category-employee-engagement","category-entrepreneurship","category-government-organizations","category-growth","category-human-resources","category-international-leadership","category-international-women-in-business","category-leadership","category-leadership-management","category-management-leadership","category-management-leadership-skills","category-marketing-sales","category-negotiations","category-personal-development","category-pricing-strategy","category-sales","category-small-business","category-small-business-entrepreneurship","category-women-in-business","tag-body-language-expert","tag-body-language-secrets","tag-body-language-secrets-to-win-more-negotiations","tag-combat-power","tag-greg-williams","tag-how-to-be-successful","tag-how-to-control-a-negotiation","tag-how-to-deal-with-difficult-people","tag-how-to-negotiate-better","tag-how-to-win-more-negotiations","tag-how-to-win-negotiations","tag-negotiate-better","tag-negotiating-with-bullies","tag-negotiation-psychology","tag-negotiation-strategies","tag-power-in-negotiation","tag-self-development","tag-strategies-to-combat-dealing-with-difficult-people","tag-the-master-negotiator","tag-the-master-negotiator-body-language-expert"],"acf":[],"yoast_head":"\nHow To Combat Soft And Hard Power In Negotiations - C-Suite Network Advisors<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/how-to-combat-soft-and-hard-power-in-negotiations\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Combat Soft And Hard Power In Negotiations - C-Suite Network Advisors\" \/>\n<meta property=\"og:description\" content=\"Read this article to gain insight into the usage of soft and hard #power in #negotiations.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/how-to-combat-soft-and-hard-power-in-negotiations\/\" \/>\n<meta property=\"og:site_name\" content=\"C-Suite Network Advisors\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/TheMasterNegotiator\" \/>\n<meta property=\"article:published_time\" content=\"2018-03-29T13:49:23+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/wp-content\/uploads\/sites\/5\/2018\/03\/How-To-Combat-Soft-And-Hard-Power-In-Negotiations-521x800.png\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@The_Negotiator\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Greg Williams, MN, CSP\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebSite\",\"@id\":\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/#website\",\"url\":\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/\",\"name\":\"C-Suite Network Advisors\",\"description\":\"Notable Business Experts and Thought Leaders\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"ImageObject\",\"@id\":\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/how-to-combat-soft-and-hard-power-in-negotiations\/#primaryimage\",\"inLanguage\":\"en-US\",\"url\":\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/wp-content\/uploads\/sites\/5\/2018\/03\/How-To-Combat-Soft-And-Hard-Power-In-Negotiations.png\",\"contentUrl\":\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/wp-content\/uploads\/sites\/5\/2018\/03\/How-To-Combat-Soft-And-Hard-Power-In-Negotiations.png\",\"width\":2730,\"height\":4190},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/how-to-combat-soft-and-hard-power-in-negotiations\/#webpage\",\"url\":\"https:\/\/csuiteold.c-suitenetwork.com\/advisors\/how-to-combat-soft-and-hard-power-in-negotiations\/\",\"name\":\"How To Combat Soft And Hard Power In Negotiations - 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