Who has the power in negotiating?

By Bruce King | 12 December 2022

This may surprise you!

So who has the power or upper hand when negotiating?

When I ask this question in a workshop, most people say 'the buyer' has all the power.

It's not true.

The person who has the power is the person who thinks they have the power - and just because you're selling doesn't mean you don't.

The buyer isn't usually going to waste their time and start negotiating with you if they don't have any interest in your product or service - and you don't have to sell to them if you choose not to. They cannot possibly be the only customer left on the planet.

So who has the power? It's the person who thinks they have! 

And when you think you have, your whole attitude to the negotiation process changes - to your advantage.

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