Resist applying all your power at the outset of a negotiation. Having power in reserve allows you the ability to increase the intensity should push ever come to shove.
This does not mean you should abandon the other advice in this negotiating unit. You should still establish your position and set the tone of the negotiating at the outset.
By power we mean such things as your association with an influential person or group, convincing data or evidence, a relatively unknown embarrassing fact about the other party OR any other 'stick' with which you walk softly.
Other forms of power are making the other party feel guilty over some incident or action committed against you and having the negotiations take place on your turf.
Apply your power gently at first. Calculate the relative bargaining power of yourself and that of the other party to help you decide if you need to increase yours beforehand.
Stories from members will add great value to these maxims
Please post your story by emailing it to max@unclemaxsays.com.
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