In every negotiation, there’s a power imbalance. The good news? It’s rarely fixed. CEOs who understand power dynamics can tilt the balance in their favour, no matter the starting point.
Here’s how to shift the power dynamic:
Control Information Flow: The less they know about your needs, the more control you have over the conversation.
Stay Unpredictable: Predictability gives away your strategy. Keep them guessing, and they’ll struggle to gain leverage.
Exploit Their Weaknesses: Everyone has a vulnerability—find it and use it to steer the negotiation.
Negotiation is a game of leverage. Control the power dynamic, and you control the outcome.