How to Avoid Projecting Power at the Negotiation Table

Jun 6, 2023 | Negotiation, Sales

Projecting power in negotiation is overtly or subliminally saying to someone, “I have the leverage.” This can be conveyed by your tone, gestures, body language and of course the content of the conversation itself — it makes you come across as if you’re above the person you’re talking to.

Individuals can struggle at the negotiation table because they lack self-awareness of how this projection of power is coming across or that they are doing it at all.

Key elements to consider to avoid projecting power:

  • Self-awareness – understand your negotiation triggers and how you are coming across. Where are you confident and what are weaknesses that you might over-compensate for with a false sense of leverage.
  • Communication skills – Observe and listen to the person you’re talking to. What are they saying?
  • Shed the “winner takes all” mindset and adopt a collaborative approach for a healthy and productive conversation.

Whatever you believe to be true years ago with negotiation has changed for the better. The old school way of aggressive negotiation tactics turns people off from these conversations in today’s world. They will walk away. That is not the power you want in a productive negotiation conversation.

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Paul Bramson

Paul Bramson

Paul Bramson is renowned as a powerhouse on keynote stages and in training arenas. He is widely regarded as being one of the most impactful speakers, trainers and C-suite coaches in the world today. Paul is recognized as a leading authority and thought leader in the areas of communication, leadership and sales boasting media mentions in Forbes, Fast Company, Fortune, BuiltIn, Yahoo, and MSN. With an extensive 25-year tenure, Paul has continually ignited and empowered professionals, leaders, and teams across all echelons. His ability to captivate and engage audiences originates from an authentic zeal, unique aptitudes, and an unyielding dedication to professional and personal enhancement.