Power provides an opportunity to gain access to other people’s benefit, the moment a person recognizes the power he or she has, then they begin to realize how much they have to lose if there is no favoured agreement from the other party. In negotiation, one of the parties involved wants something more than the other, the party with power then looks for a way to either satisfy that need or deny the need.
The Iceberg theory states that: Money, goods and services are the tips of the Iceberg. If you want power, you must understand and know how to gain access to and use the parts below the surface as well as the parts that show.
In order to win in negotiation, it is necessary to understand the unspoken words of your competitor. Here is a list of what the unspoken words could be:
The urge to make life easier.
The urge to make people consider them as being competent.
The urge to have people listen to what they have to say.
The urge to keep their position at work.
The urge to become acceptable by the public.
The urge to have a treatment of dignitary.
The urge to sustain what they have.
The urge to get their needs satisfied and also the need of those whom they might be associated.
Understanding these factors gives you the power to win the opposing party in every negotiation deal.
Negotiation is something that cannot be avoided at every business level, you need to negotiate to get into the game, and even to stay in the game. In order to win the act of negotiation, you need to gain knowledge about what your opposition will need.
In the process of negotiation, there are certain mistakes that needs to be avoided:
In the process of making a bargain, avoid rush. If you have been given a limited time then you need to start early or ask for more time.
Avoid random discussions, you need to focus on what the challenge of making the negotiation favour you and this requires your undivided attention.
Depending on what you are negotiating on, there is a best period to make the negotiation play in your favour, look out for those periods when it is best to strike and only then should you strike a deal.
Stop leaving things to chance and faith, adequate preparation is necessary if you plan to win the game of negotiation.
Stop being lazy, winning in negotiation is not for people who have decided to become lazy and once the other party realizes how lazy you are, they will prey on that weakness and ensure that the negotiation favours them and not you.