When You Don’t Have the Power

This week, our neighborhood experienced storms. High winds knocked out our electricity for two days. The storms damaged homes and trees were lost.

We didn’t have the devestation of the fires in California or the flooding experienced in North Carolina. Ours was more inconvenience. We still had hot water thanks to gas heating and offices to go work. The weather wasn’t brutally cold or hot. Family and friends offered their homes. And, we had an abundance of batteries, candles, and solar lights to keep us from being in the dark.

Dealing with our loss of power at home reminds me of deals where I felt I lost power. In negotiating, you can prepare and have your strategy lined up. Then, suddenly you find yourself hit with a surprise or disappointing news from the other side. When the unexpected happens remember, ASK yourself these questions.

❓A-Aware – What are you aware of? What are you noticing about the other side’s demeanor? Do they act as if this news gives them the upper hand? Are they still negotiating? How are you reacting physically?

❓S-Seek – What information do you need to proceed now?
While you may feel blindsided, you haven’t lost all your power. You have options. Ask questions and find out additional facts. If they are still negotiating with you, there is something you offer that they want.

❓K-Know- What do you know is you next best step for right now? Do you need a break to collect yourself? Could you pause the negotiation for a few days to review your options and determine other alternatives? Should you continue a fact finding mission with the other party? You don’t need to know the precise plan, just your best next action.

In any loss of power situation, you will have to do things differently. However, most of the time, you are experiencing a temporary inconvenience. Explore your alternatives and realistically consider your situation. Like electricity, in dealmaking you have options and your power usually is restored in time.