Sales Negotiation: Power is in the head

Posted by Adam Thorp

Skilled people try to address the power balance in their sales negotiations. This is a crucial issue since those who believe they are weak will often act accordingly. All too often we see sellers who feel they are in a weak position and make a string of concessions that might not be necessary. So how can the perception of weakness be addressed? Skilled people are more likely to conduct an analysis of the situation to explore the potential strengths and weaknesses of both their own position and that of the other party. They are also more likely to explore how these strengths and weaknesses can be used, or handled, to put themselves in a position of greater strength. Such an analysis often reveals that the seller is in a much stronger position than was initially thought possible.

So remember, power is in the head. If you feel weak you are more likely to make concessions. If you feel strong you are more likely to act accordingly and this can change both the perceptions of strength and expectations of the other party.

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