2012/01/20 January


Professor of Computer & Systems Science

Stockholm University, Sweden


Power Games: Get Negative People to Cooperate

In this workshop we learned how to handle people who behave bad or do not want to listen to us. The workshop contained two parts, a more theoretaical and a more practical one. In the first part, Harald Kjellin introduced the theory of power games. Here, we discussed questions like

  • What is competition and why do we compete?
  • When do we compete and how do we compete?
  • What are generic strategies of competition?
  • What are tactics and tricks in specific types of power games?

In the second part we practiceed our abilities to handle negative people. For this, we have set up role-based dialogues. Watch the video:

The following list of literature is for your reference, if you would like to know more about communication under stress.

  1. Axelrod, Robert, http://www-personal.umich.edu/~axe/research_papers.html
  2. Axelrod, Robert, The Evolution of Cooperation, New York : Basic Books, 1984. 241 pp.
  3. Engdahl , F. William,  A Century of War (Pluto Press Ltd.)
  4. Green , Robert, 48 Laws of power, Joost Elffers, 2002
  5. Green , Robert, The art of seduction, Joost Elffers, 2004
  6. Klare, Michael Rising Powers, Shrinking planet, Holt Paperbacks, March 2009
  7. Pfeffer, Jeffrey, Management with Power, Politics and Influence in Organizations (Paperback), Harvard Business School , 1994, 08-758-4440-5.
  8. Ury, William, Getting past no, Amazon.com
And two more standard references on the art of negotiation & assertiveness:

Berlin School of of Economics and Law
Badensche Str. 50-51
Room B 1.01 (first floor, left stairway)
10825 Berlin