20 Sources Of Power In Negotiations .

1. Attitude Power

Power is a state of mind. Feeling resourceful and maintaining a resourceful "state of mind" throughout the negotiation is vital to creating a positive outcome for yourself. If you feel tired, fatigued and unresourceful, don't negotiate like that. Postpone until you feel more resourceful, more confident. Your attitude plays such a major role.

Negotiating is just a game! This is an attitude which can be very empowering. By maintaining a sense of detachment, "It's only a Game", you can be much more empowered than if you are "emotionally involved". Think about that. A "hot head" is often his or her own worse enemy, and sometimes your opponent will do or say things to "suck you in" emotionally. Remember that famous tennis player of the 1980's who would rant and rave on the court at his opponent and the umpires. If his opponent became emotionally involved, it gave him an edge, which he would use. So the lesson is remain calm. "I care,.... but not that much!"

2. Commitment Power

In any negotiating situation, that the person who is most committed, or at least appears to be, will most likely win! This is a situation where persistency really pays. Where sticking to your "guns" can really pay off. The ability to continue to say "No!" or "I'm sorry, but you'll have to do better than that!" is a trait worth developing. Being prepared to "hang in tough" in the face of reason, adversity, abuse and threats, is incredibly powerful.

We saw this in the Vietnam war didn't we. For the North Vietnamese the war was their life. It had been going on for a long, long time with the French before the USA ever got involved. For most Americans and Australians, while the war was important to them, it was really wasn't as important.

This was a time of much social change in their own countries. For the North Vietnamese it was a matter of life or death. A matter of survival for their own country. How l.....

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