The ability of manipulating negotiation power is a critical part of negotiating professionally and successfully; and taking over the control to shift one side to the other through effective negotiation skills will lead to desire outcomes.
The dilemma involved a recent negotiation with a large global event ticketing organisation. In order to increase the number of ticket sales for the coming annual charity event - Men in Black Ball, it was decided that it would be more efficient to promote ticket sales on a better well-known event ticketing company simultaneously with Momentum's website ticket sales.
The ticketing company wants to charge an initial fee of $1,000, on top of the agreed price of $50 for each ticket sold, which a non-for-profit and charity-based organisation like Momentum would be struggling to pay off. In fact, charities do not usually get charged initial payments; not even mention about it being a relatively large amount.
Charity event organisations survive based on sponsorship founding and the excess profit gained from events to supporting charities. Barbara, who is a very confident and assertive negotiator, effectively used her perceived power to win the deal. She first disagreed with the initial payment and acknowledged the financial situation of our organization. In fact, Momentum was offering many benefits to the ticketing company include prime position, promotion of organization names and logo on associated activities and shows. The deal encourages a win-win situation which the ticketing company should not be greedy about the extra payment. Barbara requested to negotiate with a higher level positioned manager. It was like a fighting competition, which Barbara was absolutely a stronger fighter. I was staring at her with an admire look in the eyes listening to the conversation; she has turned the other party speechless a numerous times.
Two minutes later a manager called back from the ticketing company and offered a lowed initial payment of $500, which can be paid after the deal. Barbara smiled and agreed. She did her little calculation and acknowledged that if she can sell three tickets that would cover the payment.
‘Have you learnt how to negotiate?’ with a confident smile Barbara asked. I kept on nodding my head.
