The_Essential_Manager_s_Handbook

NEGOTIATING WITH POWER / 401

The fewer deadlines you are

pressed with, the more power

you have to wait and explore

opportunities for better deals.

The more skilled you are in the

art of negotiation, the more

power you have to produce

better joint outcomes.

Being well informed enables

you to support your arguments

and also to challenge the other

party’s arguments.

The party that has more resources—financial,

technological, or human—has more power.

The less badly you need the

deal, the more power you have

not to settle for it.

The more willing you are

to let go of your sunk costs

(such as financial and

emotional expenses), the

more power you have.

RECOGNIZE YOUR

TRUE POWER

Weak parties often

underestimate their own

power and overestimate

that of powerful parties,

so try to make an objective

assessment of the amount

of power you have.

Tip

US_400-401_Negotiating_with_power_1.indd 401 01/06/16 5:21 pm