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Leverage can shift throughout the negotiation process from "summary" of You Can Negotiate Anything by Herb Cohen
Negotiation is a dynamic dance, where power and influence can ebb and flow. At the outset, one party might feel more powerful due to superior information or resources. However, as discussions unfold, that power dynamic can change dramatically. Perhaps new information emerges, or one party makes concessions that alter perceptions of value. Consider a scenario where an employer holds the upper hand at the beginning. They have the job offer, and the candidate needs employment. As the negotiation progresses, the candidate may reveal unique skills or experiences that shift the balance of influence. Suddenly, the employer realizes that they cannot settle for just anyone; they need this candidate. Thus, the candidate’s leverage increases. Timing plays a critical role as well. The moment a deadline approaches, the urgency can affect each side's power. If the employer is pressed to fill a position quickly, the candidate might find themselves in a stronger position than before, demanding better terms. Conversely, if the candidate has multiple offers, their desirability can elevate their stance. Emotional intelligence also impacts this shifting landscape. A negotiator who remains calm and composed, even in challenging moments, can maintain an edge. Conversely, showing frustration or desperation can weaken one’s position. As negotiations unfold, body language, tone, and even the smallest gestures can signal strength or vulnerability. Recognizing these shifts is crucial. Those who remain attuned to the evolving dynamics can adapt their strategies and maintain or enhance their position. Awareness of changing circumstances allows negotiators to capitalize on opportunities as they arise, ensuring they are not just reacting, but proactively shaping the outcome.
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