Power of Effort
The Power of Effort typically stems from situations whereby one proceeds,with prior approval, to do something positive and significant for an upcoming negotiating opponent in hopes that their efforts will be rewarded.
An example would be a house painter who was asked to prepare a bid on a local home owner's house. While at the property the painter notices an old dilapidated shed in the back yard. Without notice or even permission from the home owner, the painter has his crew scrap and paint that old shed. It was a small job but a big improvement. But why would he do such a thing?
Well, the painter knows two things in this situation.
First, that the home owner wants his house painted.
Second, that stepping out and painting the shed without permission could give him the edge on getting the whole house painting job.
The painter's risk is that the home owner would be upset by his actions (doubtful, especially on the old shed) and the risk that he wouldn't get the whole house painting job (his efforts were costly with no return).
But consider where such a gutsy action would place our house painter when compared to his competition. You guessed it. He would be at the very top even if their whole house price was higher than other bids submitted.
The power gained by this effort comes from showing eye opening initiative, from demonstrating one's capabilities and even from laying a minor "guilt trip" on the recipient to somehow reward that effort.
If you think this power of effort isn't effective, consider how you'd feel if you came home to find that a neighbor teen had mowed and trimmed your front lawn in hopes that you'd hire them to do that regularly. Only the most cold hearted wouldn't be positively influenced by it.
In other words, the Power of Effort works on almost everyone. So here is your challenge. What's your product or service and how can you set yourself above the competition by providing that unexpected effort?
The real estate agent constructs a single property website on a seller's house before they get the listing and demos that site during their presentation.
The bank provides a complimentary one year $1,000 life insurance policy on a depositor along with information about how to purchase additional coverage.
The coffee service delivers a coffee maker and supplies to a business office for a one month no-cost trial.
Be careful. If someone uses the power of effort on you, acknowledge their contribution, but also recognize that their price and terms are almost always negotiable. Don't fail to seek the best deal possible because they may have made you feel guilty or obligated.
Isn't negotiating fun? It is amazing to note all the influence strategies that are available to us. Expand your success as you KEEP Negotiating.
Negotiating Tip 114: Retreat Negotiations
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Negotiating Tip 113: Activating Our Opponent
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Negotiating Tip 112: Misconceptions
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