Part 2: Influence – Hope or Fear?
If you have better alternatives than your counterparty and really don’t see any value in building a long-term relationship, then you are in a good position to use POWER TACTICS. The only downside here is that if you do it right, then the guy across the table will try to replace or go around you the first chance he gets. That’s ok with you, though. That’s what the power play is all about: leveraging your advantage and maximizing the value of this transaction. Most of the time, however, you are an influencer. Either you need the relationship or you don't have the power to force the terms of a transaction. What's next?