How Can You Shift an Unfavorable Balance of Power in Your Favor?
You can shift an unfavorable balance of power this by acknowledging three facts.
The Power That Counts Most Is Not Real Power but Perceived Power
In negotiations, each party expresses its power and masks its constraints. You therefore need to distinguish between expressed power and real power. But the power that counts is perceived power.
The buyer’s power: The buyer may have to place an order very quickly and my competitor may not be able to supply the model desired. If I am unaware of this situation, even though the buyer’s position is objectively weak, the outcome of the negotiations will actually be based on the buyer’s power as I perceive it.
The seller’s power: If I am convinced ...