Every student or client I have ever trained to negotiate has one simple question floating around in his or her head – how do I WIN? From the sharkiest competitor to the most cooperative collaborator, everyone wants to get something out of a negotiation.
The answer is simple. You win by exerting either power or influence. Unforunately, in this case simple doesn’t mean EASY, it means NOT COMPLICATED.
Power: When you have at least one attractive alternative to this counterparty, and don’t care about the relationship.
Influence: When you have limited alternatives and/or value the relationship.