Business Negotiation Using Power and Influence: How Do You Exercise Your Power in Negotiations?

The other day, I came across someone who was resigned to be a victim, even though it was clear to me that they had been wronged. They had purchased goods with a guarantee but when they tried to claim, they were told the guarantee was void.

As a business coach, I work to improve my client's performance and to help them achieve their goals. So this is how we turned failure into success.

Influence arises from exercising power

So we reviewed their influence:

• Relativity - the perceptions of the source and the target often differ so we did a reality check to ensure we had the facts of the case.
• Balance - power is seldom one-sided and the balance of power is mostly a net sum. I can only be victim if I allow others to be powerful.
• Domain - most constituencies have limits and the challenges to power often originate at the boundaries. So we explored the power we might have over the defaulting guarantors through the people who set their boundaries.

Article Source: http://www.content.onlypunjab.com

Adrian Pepper coaches people through business and personal difficulties, helping companies figure out what to do, how to move forward and what to get organised. You can contact him through Help4You Ltd, through his website at www.help4you.ltd.uk or by phone +44-7773-380133. At feeds.feedburner.com/help4you, you can listen to his podcast for small businesses.

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