News & Insights | News | 13 December 2017

Who holds the balance of power in a negotiation? It isn't always who you might expect.

If that title sounds confusing, let me explain. In a previous article, I talked about the dangers of making assumptions, and allowing these assumptions to influence your own actions. This is especially true when interpreting the balance of power between yourself and your counterparty. 

In negotiation, who you are (your size, your brand name, your reputation – or relative lack of these) doesn’t necessarily determine the power you may or may not have...

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