According to the International Foundation for Electoral Systems (an NGO), more than 70 nations will hold elections in 2024, representing nearly half the world’s population. Not all elections operate the same way or lead to results that are the “will of the people.” But what elections do represent is change and, frequently, a change in power, as we saw this past week in the UK with the Labour Party taking over, or even in France’s shock election, which has led to a hung parliament.
Regardless of an election’s outcome, we know that power is fluid. It depends on the ability of those holding it to wield it and use it to their advantage. Knowing how to use your power is a negotiation skill that can help anyone enhance their outcome in a negotiation. However, recognizing a shift in power is not always easy.
At Scotwork, when we do negotiation consulting, we spend a lot of time working with our clients to assess their negotiating power before they sit down at the table. However, power balance must be assessed throughout the negotiation, as shifts in power can be subtle.
To recognize power shifts, a negotiator must be present and in the moment. What tends to happen to many negotiators is that they get so focused on their own needs that they don’t pay attention to what’s happening with the other party. That can cause them to miss cues that power is shifting — either away from them or towards them.
There are several cues that can indicate that power is shifting.
Verbal shifts. Changes in a conversation’s tone, pitch, or speed can indicate shifts in the other party’s confidence. A higher pitch or faster pace may suggest excitement for an idea, which might mean that power is shifting towards you. More deliberate speech or a slower pace might indicate that the other side’s confidence has increased, which may mean power is shifting away from you.
Behavioral shifts. If the other side was collaborative to start but seems to have become more competitive, they may feel like you’re gaining the upper hand. If they start to offer more concessions, it may be because they’re losing confidence in their own position and power is shifting towards you.
Stakeholder shifts. Stakeholders can create a lot of influence and power shifts even when they’re not present at the table. For instance, if your executives label the deal you’re working on as critical, you may suddenly need the other side more than they need you. Alternatively, if a new stakeholder on the other side has updated priorities, power might shift back towards you.
These are just a few indicators to be aware of during your negotiations. In our negotiation courses, we discuss in more depth how to assess power and use it effectively. While power shifts during a deal may not be as obvious as the results of an election, if you’re present and can recognize them, you’ll gain more power. And one more thing: Don’t forget to use your power in these elections by going to vote!
We Can Help You Navigate Shifts in Power.
Shifts in power can be subtle, but their impact is anything but. Rely on Scotwork experts’ nearly 50 years of real-world experience for negotiation courses and negotiation consulting that maximizes your power and your outcomes.
Talk to one of our experts today.