Denise Brouillette

Power in Negotiation. It's a day like any other in work. You've got someone sitting across from you in a discussion. It seemed to have started out as an easy influence situation...a simple request from your perspective, with a simple solution. But as soon as it became glaringly clear that you both had some personal interests that you wanted to make sure you got satisfied, it became a negotiation. So it stands to reason then, that when push comes to shove, you're both going to attempt to use your power, if you've got it, in any way that you can to get what you want. Of course you need to know the power that you have in order to use it, right?

Here are some handy things you should know about your own 6 power sources so that you can be ready when the expected or unexpected situation comes up.

Political Power. And remember, that's favored or favorable status with those who count. How and by whom are you considered valued or vital and how can you leverage that in this negotiation?

Positional Power. This is your legitimate status or title. It's also your informal status if it's considered important enough by those who matter. Does your status or title give you an edge in this negotiation? If so, what is that edge?

Resource Power. Do you control any items of value that are important to the other person, like products, services, budget, people, time, knowledge, etc.? What resources would give you an advantage in this negotiation? And how and why would they?

Knowledge Power. Are you up to date with highly-valued information? Is there information that, if you had it, would benefit you in this negotiation? What is that information? Consider how much inside information you might have that the other person doesn't and wants, and the expertise you have that the other person might value.

Personal Power. There are four aspects to personal power to consider in a negotiation.

• First, how's your attitude -- are you confident and assured?
• Second, how are you presenting yourself…as knowledgeable? Are you dressed for success?
• Third, how engaging and persuasive are you -- are you drawing them in to your way of thinking with a compelling presentation they can't say no to? Are you making sure they know that you understand their underlying needs?
• And fourth, how prepared are you to handle highly-charged disagreement -- can you keep yourself calm and in control?

Your personal power is the engaging force that attracts people to your words, your ideas, to you. Having at least 2 of the 4 just mentioned increases your leverage in a negotiation substantially.

Finally, Relationship Power -- the power of connection. You're always more likely to be influential in a negotiation if you've got a relationship with someone, especially if it's a mutually beneficial business relationship. A business relationship coupled with a personal connection advances your cause. How strong is your relationship power in this negotiation?

That's it, 6 quick and easy things to consider when it comes to power in any negotiation.