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Perceived/Projected Power vs. Real/Objective Power

  • Writer: Daryl Ullman
    Daryl Ullman
  • Nov 16, 2020
  • 1 min read

How many of you have walked into a meeting room or negotiation feeling that you are going to lose the discussion or that you don't have any leverage? I know this has happened to me in past (if you don't admit making a mistake, you will never learn!), one way to counter this emotion is to understand Power and how Power is perceived, in the next few posts I will share with you some of my personal favorite takes on the subject.


POWER GIVES ADVANTAGE TO ONE PARTY OVER THE OTHER


Perceived/Projected Power vs. Real/Objective Power


Power does not have to be completely in the possession of a negotiator. Instead, the negotiator has to look as if he/she has the power, and that it can be used at will. If you – and other people – believe you have power, than you really have it. Sometimes, making an illusion of power, the negotiator deceives not only his/her opponent, but himself as well. G. Dobrijevic, M. Stanisic and B. Masic

 
 
 

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Daryl Ullman

Author

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I guide companies through difficult negotiations, sharing two decades of experience as a professional negotiator. I am the author of Negotiating with Microsoft, the first book to have challenged how to negotiate with a software giant and win

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