CREATING POWER

A woman facing a bear alone in the woods may feel a bit defenseless. That is until she realizes that a well-placed bullet will have the same effect from a female as from a male. 

Everyone possesses some form of power. If they have not reviewed their options, the facts, or their opponent’s strengths and weaknesses (these change over time) most people fail to realize just how much power they might actually possess.

Knowing when to say No is very powerful. If you know how much you can afford to spend on a purchase, you have the power to walk away from the transaction when it is not longer viable. Such awareness gives you the ability to reach a point in the negotiation where you can firmly and unequivocally say ‘No, that is my highest and best offer. Take it or leave it.’ 

This is the ultimate power move! At this point you have nothing to lose. It forces the other side to make a decision. Accept your terms or forego the transaction. You have grasped control of the situation. 

Power is an interesting commodity. It can be blatant or subdued. Managing your power resources is part of the art and discipline of negotiating. Learning when to deploy a power play and how to react to others who try to overpower you is a discipline to be cultivated.

In Seven Secrets to WINNING Without Losing a Friend, I discuss how to managing your power resources as part of the art and discipline of negotiating.

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