When you’re in a negotiation and you have all the power, do you dither? Are you indecisive? Do you negotiate meekly or moderately, as the result of not wanting to appear to be too hard or harsh?
When you negotiate from a position of power, you don’t have to be stringent, nor should you be docile.
The following are seven suggestions on how to use a ‘power position’ when you negotiate.
- Be firm in pressing your point and be compassionate where possible.
- Be decisive with your directives. You don’t have to be demeaning or overly demanding, but do allow the other negotiator to sense that he’s not in a good position from which to maneuver.
- Get to the close of the negotiation as quickly as possible, while making sure the other negotiator is in agreement with you. Be fair.
- Understand how time, in this case, could serve as the other negotiator’s ally. Don’t allow time to sap away at your power. Changes are ever occurring in a negotiation. By giving the other negotiator ‘time’, he can strengthen his position by seeking other resources by which to do so. Pounce when you have power in a negotiation and use power wisely.
- Don’t degrade the other negotiator, nor be caustic towards her. No one likes to have their ‘nose rubbed’ in a defeat, or being placed in a position akin to such.
- Don’t be ‘heavy-handed’ just because your position is stronger than the other negotiator. By being ‘heavy-handed’ you could raise that hand (exert your power) and find that it is cut off (have the other negotiator refuse to accept your position, regardless of her need for what you’re offering. She may spite her nose to save her face.)
- When you’re in a position of power, remember the famous quote that states, power corrupts and absolute power, corrupts absolutely. Don’t become too brazen or cocky. You may have to adjust your ego if you lose the deal as the result of your conduct.
As you negotiate, remember power is perceptional. As such, you only have power while, and during the time, the other negotiator is willing to give it to you. If she decides she’s willing to incur the consequences of foregoing your offer, authority, or position of power, you have no power and your ‘power position’ becomes powerless.
When you’re in a power position and it’s perceived as such by the other negotiator, move to enhance your position as expediently as possible. Observe signs of hesitation from the other negotiator as you progress on the path of closing the negotiation. Do so to insure the other negotiator is ‘still with you’. By being judicious and not being perceived as overbearing or degrading, you should be able to close the negotiation without needless turmoil. That thought process should also keep the other negotiator engaged and happy with the outcome of the negotiation … and everything will be right with the world.
The Negotiation Tips Are …
- When you possess the power position at the negotiation table, be judicious with it. Use it wisely. Today’s power position could be tomorrow’s position of weakness.
- Don’t make, ‘take it, or leave it offers’, when you have a power position in a negotiation. If you’re in a position of strength, you don’t have to flaunt it.
- I’ve always said, it doesn’t cost anything to be nice. That’s especially true when you have a power position in a negotiation. By being magnanimous in such a situation, you display a more appealing soul. If circumstances are reversed one-day, the appealing soul you displayed prior will more than likely be conveyed to you.