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Aspects of Negotiation - Power

Power is a means to an end and is based on perception. It is the perception by others that you can bring events to pass that can either assist their case or damage their case.

When the other side believes you to have more specialised skill or knowledge than they do, you have power. They will treat you with respect far beyond the level of your expertise. They also have to believe that you are in a position to make decisions on the spot, rather than having to go back and refer something to your Sales Manager.

The same as you want to negotiate with the decision-maker within the Sales business, customers want to negotiate with the person who is in a position to make decisions. If you believe you have the power - You have it. Confidence levels go a long way to towards perceptions of power. Make the customer feel at ease with your confidence in order to create the perception of the decision bing yours.

- by Snowboy
Keith,
I think that is a good post - I like to negotiate with the "power" or decision maker of the deal when I negotiate.

Cheers, - by Jabber
Keith,
I think that is a good post - I like to negotiate with the "power" or decision maker of the deal when I negotiate.

Cheers,
How do you go about establishing who the decision maker is (anyone)? - by Snowboy
How can you be sure that you are speaking to the person that is going to be the final decsion maker? - by John Hughes
It sounds easy - But ASK - by Snowboy
I had never really thought of it - I had always just soken to who ever wanted to be spoken - Would n't they aid in the decision making? - by SexSells
I had never really thought of it - I had always just soken to who ever wanted to be spoken - Would n't they aid in the decision making?
Victoria,
Maybe a small portion of the time that would be correct - But imagine a Managing Director walks into the office and says to his receptionist - Can you get all the details from the local advertsing companies and get a sample speel from the journalist for me to look at.

The receptionist isn't that one you want to land a negotiation with are they?

Cheers,
Keith - by Snowboy
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