How to Negotiate From a Position of Power
From time to time, we all must negotiate terms whether they are financial, legal or some other kind. It is important in negotiation not to give way too easily, but instead to negotiate from a position of strength, especially in negotiations where the agreement has long-term effects. If you are entering a negotiation where you feel you are at a disadvantage, you must re-examine your position because it is more than likely you have power in the negotiation of which you are not aware. Discovering your position of power is the key to successful negotiation.
Other People Are Reading
Instructions
-
-
1
Be able to walk away. This can provide you with incredible power during a negotiation. If you have an outside option that satisfies your requirements, you can always turn to it if your terms are not met sufficiently in the negotiation. This means you do not have to accept the terms that are offered to you in the negotiation. It also means you can tell your negotiating partner that you have another option, and that you are willing to walk away.
-
2
Have rank. There are lots of kinds of rank and ways of achieving it. Rank gives the holder power. Rank can be conferred by family, by title, by education or by position in an organization. If you have a higher rank than your negotiating partner, your partner is more likely to defer to you. If the roles are reversed, it is more natural for you to give way to your partner. If you do have rank, you can bring it subtly into play. Rank can be acquired, so don't be afraid to seek further accreditation, degrees and other kinds of advancement. But remember that rank is only one element of power.
-
-
3
Believe in your own power. Never go into a negotiation believing you have little or no power. Develop your belief in your own power through psychological exercises, such as visualization, inspirational reading and affirmations. Even if you actually can't walk away from the negotiation and don't have rank, bringing a strong sense of your own power to the negotiation gives you an advantage. You are less willing to back down, and your negotiating partner will sense and respect this and may provide you with better terms.
-
1
Tips & Warnings
Always have confidence. We all have power that belongs to us, and it is important to claim it.
Don't flaunt your power in negotiation, whether it is the ability to walk away, rank or status or your belief in your own power. It reduces your power in the eyes of your negotiating partner.
References
- Photo Credit Jupiterimages/Goodshoot/Getty Images
