In negotiation, the perception of power, and the reality of power, can be very different.

“Nearly all men can stand adversity, but if you want to test a man's character, give him power” ― Abraham Lincoln

What comes to mind when you think of the word power? There is a high chance that it elicits negative thoughts and emotions, most likely due to frequent historical references to the misuse of power. Simply put, power is the ability to influence others – and the more you have, the more you can influence a negotiation outcome.

The challenge however is that power is perceived and subjective, so if you think you have power and they think you have power - then you do indeed have power. But if you think you have power and they think they have power - then get ready for a fight. 

Read full article