Power Struggles

Power – the ability to influence people or situations – can change the outcome of negotiations, say authors Peter Stark and Jane Flaherty in their book The Only Negotiating Guide You’ll Ever Need (Broadway Books, 2003). Here are the authors’ 10 most common types of power in negotiations:

1. Position. Are you in a leadership position? For example, the head of sales can usually influence the sales department.

2. Knowledge or expertise. “People with knowledge or expertise can wield tremendous power,” say the authors.

3. Character or ethics. The more trustworthy you are, the more power you have in negotiations.

4. Rewards. For example, your boss can hold power over you because he or she has the power to give you a raise.

5. Punishment. “Those who have the ability to create a negative outcome for a counterpart have the power of punishment,” say Stark and Flaherty. Take, for example, that flashing red light in your rearview mirror.

6. Gender. Many negotiations are won by the power of the opposite sex.

7 .Powerlessness. “In some cases,” say the authors, “giving up all power can be very powerful.”

8 .Charisma or personal power. Simply put: Passion leads to confidence and confidence gives you power.

9 .Lack of interest or desire. “The side with the least interest in what is being negotiated holds the most power,” say the authors.

10. Craziness. Irrational behavior can affect negotiating outcomes simply because people may be afraid to deal with such a person.