A Negotiator’s Personal Ability to Optimize the Effectiveness of His or Her Power
Your intrinsic “power” will be fully effective under the following circumstances.
- A good level of persuasiveness. If you are a seller, you must know how to convince your customer that your proposal is beneficial. But if you are a buyer, during the phase when the selling price and terms are negotiated, you must also be capable of “selling” your deal to the seller and arguing your case so as to win concessions from your counterpart. In all circumstances, your persuasiveness and “charisma” are key qualities.
- High credibility. On a personal level, you need your claims, warnings, confidences, and threats to be taken seriously. Regarding the positions that you adopt, ...
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