Misunderstanding power

Disciplines > Negotiation > Negotiation mistakes > Misunderstanding power

Description | Avoiding it | Taking advantage | See also

Description

It is very easy in negotiation to believe that the other side has all the power and that you have none. The natural consequence to this conclusion is that you concede on all points as you believe that you cannot respond in any way to their assertions and demands.

Power is often subconsciously socially negotiated, with one person silently ceding power to the other person. This may be given because of one person sends authority signals or there is a pre-existing power relationship.

Avoiding it

Remember power is given and taken. Be deliberate and conscious about power negotiations, which often happen before the trading of substantive items.

Also remember that in a negotiation, the rules of who has power may be very different from a normal situation (think about a child negotiating with a parent!). You always have more power than you realize.

Taking advantage

Put effort into the power negotiation, sending authority signals that may range from power dressing to power body language. You can also make use of power words that coax and coerce people into concession.