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THE INFLUENCE OF POWER IN NEGOTIATIONS

1.- THE LEVEL OF DEPENDENCY

2.- THE POWER OF THE BRAND AND THE RELATIVE SIZE OF BOTH PARTIES

3.- HISTORY / PRECEDENTS

4.- COMPETITOR ACTIVITY AND CHANGING MARKET CONDITONS

5.- THE PARTY WITH THE MOST TIME

6.- THE NATURE OF THE PRODUCT, SERVICE OR CONTRACT

7.-PERSONAL RELATIONSHIPS

PEOPLE SEARCH

THE MORE DEMAND THERE IS, THE MORE OPTIONS YOU HAVE AND THE MORE POWERFUL YOUR POSITION WILL BE IN ALMOST ANY TYPE OF NEGOTIATION

NEGOTIATIONS BENEFIT FROM COLLABORATION, CREATIVITY AND A FOCUS ON TOTAL VALUE OPPORTUNITIES, RUN BY DEPENDENCY

BATNA IS CRITICAL TO ESTABILISHING POWER

CHANGE AFFECTS RISK AND VALUE, IT CAN ALSO AFFECT POWER

THEY ALSO INFLUENCE THE WAY PEOPLE SEEK TO RATIONALIZE AND LEGITIMIZE THEIR POSITION

TRUST

RESPECT

NEGOTIATION

YOUR COPETITORS INNOVATION, MARKETING AND STRATEGY WILL INFLUENCE WHAT YOUR CUSTOMERS CONSIDER THEIR OPTIONS

IT COMPETITORS ARE COMPETING, PROVIDE MORE POWER TO YOUR CLIENTS DURING NEGOTIATIONS

END

TIME

THE CIRCUNSTANCES

OFFER THE GREATEST LEVER OF POWER IN NEGOTIATION

ANALYZE THE OBJECTIVE AND DECIDE ON THE PROCESS THAT COVERS THE WIDE RANGE OF RISKS AND BENEFITS INVOLVED