As you might remember, we discussed the power of least effort as a way of building bargaining power.
Now, I would like to introduce you to two more work power principles- the wasted work principle, and the ‘easy come-easy-go’ principle.
The ‘wasted work’ principle says that people don’t like to waste their energy. Once they have worked on something, they want the effort to pay off. The more work they have done, the more they want the deal to close.
Real estate brokers know that the buyer who has spent a lot of time shopping for a home, talking about it and negotiating for it is a very hot prospect.
So also is the contractor in a billion dollar negotiation who has invested a great deal of time, effort, emotional equity and money in the sales proposal. He or she will be desperate to close.
The third, and final, work power principle is the ‘easy come-easy go’ principle. We’ve touched on this before, when I’ve cautioned you against saying “yes” too quickly when you are negotiating. People do not appreciate what they get too easily.
In fact, it’s worse than that. I believe that people who get things without working for them tend to put down what they get and often resent the giver.
In negotiation, it pays to be somewhat “hard to get.” It will raise the other party’s satisfaction with the final outcome.
These two work principles, in conjunction with the least effort principle represent three important areas to consider when you are planning your negotiation process.
Look at how you can use these three power work principles to your advantage to become a better negotiator.