Negotiating from the Corner, Second Edition

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Negotiating from the Corner, Second Edition

Executive Report
Posted November 21, 2016 in Agile Product Management & Software Engineering Excellence

Everyone loves to negotiate from a position of power. It is satisfying, easy, and fun to play the game when you hold all the aces in your hand. It is much more challenging to try and negotiate effectively when you have a disadvantage in power, when the other party is bigger, better funded, and more experienced or has access to information that you cannot obtain. In such circumstances, it is easy to be intimidated by your relative lack of power and give up on trying to meet your objectives in the negotiation, effectively surrendering the little power you still have to the other side. This Executive Report begins by looking at how power perceptions can affect the outcome. The report then details the factors that affect your actual negotiating power position. It concludes by presenting six principles you can use to exert more influence on the matter and meet your interests more effectively.