I'd like to extend a special welcome to all of our new subscribers from Jeffrey Gitomer's Sales Caffeine and IMS Los Angeles.

There can be no disputing the fact that "power" plays a large role in every negotiation.  In this issue, we'll take an in-depth look at the 10 types of power that can influence the outcome of a negotiation.  Then, we'll explore how to increase your power in your next negotiation.

Please feel free to contact me with any negotiating questions or article ideas. We'll do our best to address them in upcoming issues. (peter@pbsconsulting.com)

Remember, almost everything in life is negotiable.

Peter B. Stark

The word "power" has had a bad connotation for many years.  It received this reputation because most people associate the word with one side dominating the other.  We define power as the ability to influence people or situations.  With this definition, power is neither good nor bad.  It is the abuse of power that is bad.

Several types of power can influence the outcome of a negotiation.  We emphasize the word "can" because if you have power but don't use it, the power adds no value to the negotiation.

1.  Position.  Some measure of power is conferred based on one's formal position in an organization.  For example, a marketing manager can influence the decisions that affect the marketing department.  However, the marketing manager has little power to influence the decisions that affect the finance department.

Read about the other 9 types of power . . .

At one of our recent negotiation skills seminars, Dave, a sales representative, shared this concern: "My boss told me I was selling our products too cheaply to one of my clients, but I'm afraid if I raise the price, this client will take her business to a competitor." What Dave was really saying was, "I am not the one with the power in this relationship, so what can I do?"

Read the article . . .

In September 2000, British and Scottish farmers and truckers decided to blockade fuel depots as a protest against the high price of gasoline.  Since the blockade prevented fuel trucks from entering the fuel yards, filling the tanker trucks, and transporting gasoline and diesel fuel to gas stations across the country, Great Britain was paralyzed.

Read the article . . .