There are times, while these are rare when the adage, "Size matters," truly apply.
However, there are also times when the one that does not have the advantage of size, volume, breadth, reach and whatever other capacity, has the edge over an opponent or in some cases, over multiple rivals.
In some of these cases, it is power that matters. In the world of Negotiations, one must be or strive to be in the position of greater power. Initially if one happens to fall within the sphere of the lesser power and the opening configuration of a negotiating stance, one must endeavor as much as possible to equal or surpass the power of the opposition.
In some of these cases, it is power that matters. In the world of negotiations, one must strive to be in the position of greater power. Initially if one happens to fall within the sphere of the lesser power and the opening configuration of a negotiating stance, one must endeavor as much as possible to equal or surpass the power of the opposition.
In simple practical terms, experts and specialists in Negotiations will teach the understudy CEO to keep close watch of seating arrangements. Where you sit matters. If you erroneously choose to take your seat in the wrong portion of the power configuration, it is possible you might lose in the Negotiations.
At times, how you present yourself, your deportment, is part of your power. For this reason, there are quarters that firmly believe in the significance of the so-called 'power dressing,' although in many psychology and psycho- sociological case studies, this is not a proven and defensible concept. Still, however, it will not hurt to have a good balance and least of dressing-up and maintaining one's comfort at its best so as not to get distracted during Negotiations.
The final aspect of the relationship between Negotiations and power is that, as in War, the Negotiator cannot win without having a good battle plans and strategies, sharp tactical moves and a really viable end game.
Clutching the trophy at the end of a Negotiations Power Game can only come from a well-thought out means to close the deal.
Between learning to take the correct power seating position in a Negotiations and finally making the clinch, are millions of small and major lessons that a Negotiator will imbibe once the Negotiator gets serious about absorbing as much technique and savvy in winning the power game.
No deal will ever be successful if the Negotiator does not go for the close, or the kill. Despite the difficulty, the myriad hurdles, if the Negotiator can clinch the contract and close the deal, that is true power.
When a wayward CEO or President makes a silly speech in front of the entire country over national television, despite making such an embarrassing act he is making a pitch from the position of power. The one who has the podium, in the parliamentarian’s sense, “has the floor,” and is given the full license to do whatever he wants or say the full extent of what is going on in his mind even if to a great extent it is warped.
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