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Secrets to Negotiating Success # 8 "You Have Lots of Power" Power is a concept revered by negotiators. It is not, as the word might imply, a means of domination. Rather, it is the ability to control the situation in order to achieve the desired result. Many people fail to get very far in their negotiations because they don't realize just how much power they have. In fact, they have more than they think - as do you! When somebody has something we want - or you have something they want - the individual with "something" holds the most power. In negotiating, this kind of power is known as leverage. The most important thing to know about is this: Perception is reality. If you don't believe that you have power, then you never will have it, and that's what the other side will see and believe. But if you truly believe you have power - then you do! This is why you have a lot more power than your realize - and it's up to use it wisely. Remember: Power does not mean you dominate; but it does mean you are indomitable. (See Secret # 8 for the Sources of Power you have.)   Five Ways to Determine Relative Power 1. Try to gauge your own strength or weakness. If you’re strong, be sure the other side knows it. Answer the following questions to test strength: Who needs the agreement more? Who want more from the other side? What alternatives do you have if you can’t secure this agreement on your terms? 2. If you feel you are in a weaker position, try to keep this information from the other side. 3. Gauge the other side’s actual strength or weakness by examining the four leverage factors: urgency, time, competition, and desire. 4. If you feel the other side is in a weaker position, educate him or her about the weakness. 5. If you feel the other side is in a stronger position, try not to acknowledge that. back...   © Copyright 2000-2002 Canyon Crest Publishing, Inc. All rights reserved. Legal & Privacy Information Web Site Design and Maintenance By Emerging Technology Services