The Negotiation Book: Your Definitive Guide To Successful Negotiating

3.1. WHAT DO WE MEAN BY POWER?

You are as powerful as others perceive you to be, which is limiting if you do not understand how they see the situation. Power can be real or perceived, or as subjective as it is objective in that it exists in people's heads; even though the other party may be dependent on you or independent of you. Power can shift, be created from timing and circumstance, can be used to nurture or exploit so clearly needs to be understood by the Complete Skilled Negotiator.

3.1.1. Why the balance of power matters

So why is power so important in negotiations? Quite simply, it provides you with options and, if understood, will enable you to control where on the clock face your negotiation will take place.

• Holding the balance of power. If you hold the balance of power in your relationship(s), you have greater scope to control the agenda, the process and ultimately influence the negotiation in your favour.

• Power to influence the climate, style, strategy and possibilities. Meaning it provides you with the opportunity to choose between being competitive or collaborative depending on which suits your objectives.

Ultimately, providing a framework for determining objectively where the power sits between those involved is an important building block to the negotiating standards which define a Complete Skilled Negotiator.

3.1.1.1. Holding the balance of power

History has taught us that those with power will at some point seek to exercise it. Therefore it is vital to understand ...