Introduction
Much has been debated in negotiation theory and written of in negotiation journals, about negotiating from a position of perceived weakness. There is comparatively little on negotiating from a position of power, perhaps because that is not seen as very much of a challenge or maybe a challenge that we all hope for!
In truth, negotiating from a position of power comes with its own set of challenges, potential pitfalls and dangers. In this column I shall explore some of these dangers, discuss the importance of balancing power with principle and provide ideas of how to achieve that balance.
Potential Pitfalls in Exerting Power in a Negotiation
The kinds of power we may access in a negotiation could come from various sources. Some examples are: hierarchy; knowledge; and having a strong alternative option.
Hierarchy is power. A CEO negotiating with a manager possesses a status which confers significant power upon him that can be exploited in the negotiation.
Knowledge can be a source of power. Suppose a real estate developer is interested in buying a rental property that is in a residential zoning law area. He has inside knowledge that the zoning laws are about to change and will soon include that area into a commercial zoning area.
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Much has been debated in negotiation theory and written of in negotiation journals, about negotiating from a position of perceived weakness. There is comparatively little on negotiating from a position of power, perhaps because that is not seen as very much of a challenge or maybe a challenge that we all hope for!
In truth, negotiating from a position of power comes with its own set of challenges, potential pitfalls and dangers. In this column I shall explore some of these dangers, discuss the importance of balancing power with principle and provide ideas of how to achieve that balance.
Potential Pitfalls in Exerting Power in a Negotiation
The kinds of power we may access in a negotiation could come from various sources. Some examples are: hierarchy; knowledge; and having a strong alternative option.
Hierarchy is power. A CEO negotiating with a manager possesses a status which confers significant power upon him that can be exploited in the negotiation.
Knowledge can be a source of power. Suppose a real estate developer is interested in buying a rental property that is in a residential zoning law area. He has inside knowledge that the zoning laws are about to change and will soon include that area into a commercial zoning area.
Read more -->
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