The Negotiation Book: Your Definitive Guide To Successful Negotiating

3.4. CREATING POWER THAT PROVIDES CONTROL

3.4.1. Parallels between physics and psychology

Of course even if you believe you have power it is only of any use if employed. It's no good having a power plant ready and capable of supplying millions of watts of electricity if no one can be bothered to turn on a light switch. Using power to create motion or movement is best understood when we consider the definitions provided by Newton's three Laws of Motion which translate well to the psychological realities of negotiation. Newton's laws have been studied for over 200 years in the physical context but when applied to business relationships provide highly relevant similarities to those circumstances found in negotiations and are those which are understood and deployed by the Complete Skilled Negotiator.

3.4.1.1. 1. Newton's Law of Inertia — Proactivity

This law suggests that: 'an object at rest or in uniform motion in a straight line will remain at rest or in the same uniform motion unless acted upon by an unbalanced force.'

This is also known as the 'law of inertia'.

This is often the position taken up by those with power in negotiations. In negotiations you need to employ proactivity to create momentum and in turn negotiating power. By exercising a force, you can promote movement or a response by the other party, which is effectively designed to overcome their inertia. In other words, if you do nothing, expect nothing to change. It is your actions that will bring about change through ...