What are the best ways to handle power dynamics in face-to-face negotiation?

1 Assess the situation

Before you enter a face-to-face negotiation, you need to assess the situation and identify the sources and levels of power for each party. Power can come from different factors, such as expertise, authority, reputation, resources, alternatives, or relationships. You also need to consider the interests and goals of each party, and how they align or conflict with yours. By doing this, you can prepare your strategy and tactics accordingly, and avoid being caught off guard by unexpected moves or demands.

2 Build rapport and trust

One of the most effective ways to handle power dynamics in face-to-face negotiation is to build rapport and trust with the other party. Rapport is the feeling of connection and mutual understanding that can facilitate communication and cooperation. Trust is the confidence that the other party will act in good faith and honor their commitments. You can build rapport and trust by showing respect, empathy, curiosity, and appreciation. You can also use humor, stories, or common interests to create a positive atmosphere and reduce tension.

3 Use leverage and value

Another way to handle power dynamics in face-to-face negotiation is to use leverage and value to your advantage. Leverage is the ability to influence the other party's decision or behavior by offering something they want or need, or by creating pressure or urgency. Value is the benefit or satisfaction that the other party can gain from your offer or solution. You can use leverage and value by emphasizing your strengths, highlighting your unique selling proposition, creating scarcity or exclusivity, or offering incentives or concessions.

4 Manage emotions and expectations

A third way to handle power dynamics in face-to-face negotiation is to manage your emotions and expectations, as well as those of the other party. Emotions can affect your judgment, confidence, and communication skills, and can also trigger reactions from the other party. Expectations can influence your satisfaction, motivation, and willingness to compromise. You can manage emotions and expectations by staying calm, focused, and positive. You can also use active listening, feedback, and validation to acknowledge and address the other party's emotions and expectations.