Q&A - How to face power in Negotiations?

Today, let's answer one frequent question I am asked: How to deal with Power in Negotiation.

Understanding power is crucial for any negotiator, and it all starts with a definition.

Power, in the context of negotiation, is the ability to mobilize resources that can impact someone's needs.

This is a game-changer because it shifts the focus to the needs of the parties involved.

So, the first question to ask when facing power is: which of my needs does this power impact? We discussed the definition of needs in a previous video.

If you identify a need, such as security, recognition, or achievement, you can take action. If not, the power might just be an illusion.

Let's illustrate this with a simple example. Imagine you have a job interview with an HR director. Naturally, you might think the HR director holds power.

But let's look at the impact on needs.

If you already have a job and this new position is interesting but not crucial, your needs are minimal, therefore the HR director's power is minimal. However, if you've been unemployed for two years and are struggling financially, this job is vital for your financial and family security, giving the HR director significant power over you.

Conversely, if the HR director has 150 resumes and they are not in a hurry to recruit, their needs are minimal, leaving you with almost no power. But if the HR director has been searching for an expert for two years and has been refused several times, then their needs are high, and the power balance shifts in your favour.

Now that we've defined power and its impact on needs, let's explore some strategies to handle it.

Gaining Time: As we've discussed in our masterclass, gaining time and the adjourning technique is a key strategy when facing power.

Framing Technique: You can mobilize another power, such as a rule, law, group strength, or norm, to counterbalance the power you're facing.

The BASE© Technique: This involves mental preparation to ensure you feel secure and ready to take risks. Find palliatives that make you feel stronger, such as financial security, a place to recharge, a supportive friend, or an activity that helps you relax and face challenges more calmly.

So, power equals the sum of impact on your needs minus your BASE.

If you have any questions, feel free to like, comment, and I will gladly answer.