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How can I manage a negotiation in front of power?

Negotiation is a critical skill that can make or break a business deal, a job offer, or a personal relationship. When it comes to negotiating with someone who holds more power or influence than you, it can be daunting to know where to begin. However, with the right preparation and mindset, it is possible to manage a negotiation in front of power successfully.

A strong BASE(c)

According to Dr. Stéphane Royer, an expert in negotiation and communication, a strong BASE(c) is crucial to managing negotiations in front of power. The BASE(c) technique involves considering factors such as financial security, mental preparation, support, and a sense of security from a leader or mentor. Financial security is a crucial factor to consider because it provides a sense of stability and confidence in negotiation. Having a clear understanding of your financial needs and resources can help you avoid making hasty decisions based on fear or desperation. Mental preparation involves being mentally and emotionally ready to engage in the negotiation process. This means understanding your strengths and weaknesses, being clear on your goals and objectives, and being prepared to make concessions if necessary. Support from friends, family, or mentors can provide valuable guidance and encouragement during the negotiation process. It can be helpful to seek advice and feedback from people you trust before and after the negotiation. Finally, having a sense of security from a leader or mentor can provide reassurance and help you approach the negotiation with greater confidence. This could involve seeking guidance from a mentor or seeking support from a professional association or industry group.

A word of caution

However, it's essential to remember that a strong BASE(c) can also make you overconfident. Dr. Stéphane Royer warns that overconfidence can lead to poor decision-making and missed opportunities. It's important to approach negotiations with a balance of confidence and humility, taking the time to listen to the other party's perspective and being willing to make compromises if necessary. In addition to the BASE(c) technique, there are several other strategies you can use to manage negotiations in front of power successfully. These include:

  • Understanding the other party's interests and objectives: Understanding the other party's goals and priorities can help you make informed decisions and identify potential areas of agreement.

  • Being willing to walk away: Sometimes, it's better to walk away from a negotiation than to accept an unfavorable deal. Being willing to walk away can give you greater bargaining power and help you avoid making hasty decisions.

  • Being flexible and creative: Negotiations often involve finding creative solutions to complex problems. Being open to new ideas and approaches can help you find mutually beneficial outcomes.

  • Building rapport: Building a positive relationship with the other party can help build trust and make it easier to find common ground.


In conclusion, managing negotiations in front of power requires careful preparation, a strong mindset, and a willingness to listen and compromise. By using techniques such as the BASE(c) method and strategies such as understanding the other party's interests and being flexible and creative, you can negotiate effectively even when faced with more powerful adversaries.


  1. "The Secrets of Negotiation" Masterclass with Dr. Stéphane Royer

  2. "Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher and William Ury

  3. "Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond" by Deepak Malhotra and Max Bazerman.

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