Power: it doesn’t matter who you are, it matters when you are and how you are
There may be several options that will be determined by the specifics of your own situation. Take time to consider them, and use them to your advantage. Above all, don’t forget that if you want someone to believe you have power, you need to behave as though you believe it too.
In negotiation, who you are (your size, your brand name, your reputation – or relative lack of these) doesn’t necessarily determine the power you may or may not have. More important is to understand when you are negotiating (and the impact that time may have, positively or negatively, on your own and your counterparty’s power), and how the circumstances of yourself and your counterparty may affect where power sits.
If you can understand the impact of time and circumstances on your negotiation, on yourself, and your counterparty, the effect can be to dramatically shift the power balance away from what might seem an obviously more powerful opponent. In these circumstances, a far smaller, less significant player in the market can suddenly find themselves with a higher, and entirely disproportionate level of power.
Theresa May
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One area where this frequently occurs is politics. In May 2017 in the UK, the Conservative leader and Prime Minister, Theresa May, took the decision to hold a snap general election, only two years after the previous one. Arguably buoyed by positive opinion polls in the April that showed a 20 point lead for the Conservatives, and with a desire to secure a clear majority in parliament to aid her negotiations over the process of exiting the European Union (‘Brexit’), she felt confident she would succeed. For a variety of reasons this failed to materialise, and the result was a hung parliament, with the
Conservatives losing 13 seats whilst the Labour party gained 30. In order to shore up her support, she opted to do a deal with an Irish political party, The Democratic Unionist Party (DUP), who, from being a very minor player on the political landscape, suddenly found themselves with some real power. They used this power to their advantage and in the negotiation to agree their support for the Conservatives they secured £1bn in financial support and potential new tax powers. The pressure of both time and circumstance had acted to shift the balance of power in the negotiations over to the far
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smaller DUP and away from the UK’s dominant political party.
This understanding of the impact of time and circumstances, of how to really get inside the head of the counterparty, reflects the classic David and Goliath story. Taking time to appreciate where the opportunities to swing the balance of power in your favour may be, even against a seemingly undefeatable opponent, can allow small players to accomplish great things.
Tyrells took on Tesco in the UK
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In 2006, Tyrells, a privately owned UK crisp manufacturer with a turnover at the time of just £10m, took on Tesco, who was at the height of its dominance of the UK grocery market with turnover of £39.5bn, in a dispute over the stocking of its products.
A classic David vs Goliath. Tyrells had established its premium price business through supplying a network of 6,000 small, independent retailers and upmarket grocery retailer, Waitrose, and did not want its products stocked in Tesco. Tesco stocked them anyway. Sourced from the grey market they sold the brand at a discounted price in 70 of its stores. Tyrells appointed lawyers to examine their options. Shortly after, Tesco agreed to stop selling its lines. A victory for David over Goliath. But how did ‘little’ Tyrells manage to succeed against this much bigger opponent? Certainly part of their success was due to the time they took to understand Tesco’s circumstances. T
he day before they agreed to Tyrells’ position, Tesco had launched a major initiative to boost links with small suppliers to address its image problem in this area – a focus and commitment that the retailer has continued very successfully to the present day, transforming its image and results. Tesco wisely recognised that, whilst they wanted to supply its customers with the products, continuing its dispute with Tyrells would have sent conflicting messages.
Tyrells recognised that this had shifted the balance of power in its favour. Five years later, after rapid growth, Tyrells could be found on the shelves of 450 Tesco stores at its intended premium price.
Negotiation planning
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In your negotiation planning, when considering how much power you do or don’t have, take a step back and review the situation objectively. In his book ‘Getting Past No’, William Ury describes the concept of going to the balcony to allow yourself to look at a situation from a new vantage point and from there gain a different perspective. He was discussing this specifically in relation to resolving conflicts, but it is equally applicable to the understanding of how to shift the balance of power in your favour.
This idea complements perfectly the concept we discuss on our workshops of getting inside the other party’s head. Only by doing this can you truly hope to identify how to optimise your power, either by recognising the weaknesses in the other party created by time and circumstance, or by appreciating your own weaknesses caused by the same factors, therefore ensuring these can never be exploited by the other side.
When it comes to understanding where the balance of power lies, there is one thought to keep front and centre at all times: You are far more equal than you think you are. As soon as you forget this, power starts to ebb away, because you are literally giving it to the other party. It’s the perception of where the balance of power lies that is key. Your challenge as a negotiator is to keep the perceived balance of power in your favour for as long and as broadly as you can, within the matters under negotiation.
How do you do that?
There may be several options that will be determined by the specifics of your own situation. Take time to consider them, and use them to your advantage. Above all, don’t forget that if you want someone to believe you have power, you need to behave as though you believe it too.
Business
City Football Group strike landmark deal with Sony for series of TV shows
Danny Jones
Manchester City’s owners have struck yet another big commercial deal ahead of the 2024/25 season, announcing a new collaboration with Sony to produce a number of original TV series.
Confirmed on Wednesday, 23 July, the deal between the City Football Group (CFG) and Sony Pictures Television will see the entertainment corporation create various TV productions for Man City and the other clubs owned by the limited company as part of a new global partnership.
While it marks the third multimedia crossover of its kind they’ve had with an entertainment-led brand, having first worked with Amazon on their All Or Nothing series and then Netflix for the Treble Winners documentary, this deal will see Sony become an official partner of Man City.
City Football Group (CFG) and Sony Pictures Television have inked a new deal encompassing original scripted, nonfiction, and kids’ television projects. The collaboration will see CFG’s media creative production unit and expertise in sport pair with SPT’s production capabilities… pic.twitter.com/LmagHBMG2b
Although exactly how lucrative the deal itself is yet to be disclosed, as per an official statement from the club, the partnership will see Sony “co-develop and produce new original scripted, nonfiction, and kids’ television projects for worldwide audiences.”
The announcement goes on to state that “as well as scripted and unscripted series, projects can also include one-off documentaries, animated projects, or children’s programming.”
Given that CFG has stakes in 13 clubs across Europe, South America, Asia, the United States and Australia – most notably Girona, New York and Melbourne City, French club ES Troyes AC and Italian side Palermo – TV shows created could ultimately go on to feature teams other than just City.
With the holding group also currently developing the Etihad Campus even further by expanding the stadium capacity and adding new leisure additions such as a hotel, museum, rooftop bar and stadium ‘sky-walk’, this is just the latest step in a series of big commerical steps for Man City.
Moveover, as the CFG are also heavily invested in the recently opened Co-op Live arena – which is inextricably linked to the football club located just a stone’s throw away – the City franchise looks to be moving closer and closer to becoming not just a football club but fully-fledged lifestyle brand.
Commenting on the launch of the collaboration, CFG’s CEO Ferran Soriano said: “We are incredibly excited to be collaborating with Sony Pictures Television [SPT] in this joint initiative.
“City Football Group is already a global entertainment company, and this initiative builds on our long-standing track record of innovation in the content space and the growth of City Studios in the last years. We will now take an even more dynamic approach to content production, and we are already developing several scripted and nonfiction series that will delight audiences globally.
“Bringing together the expertise of both CFG and SPT will enable us to create brilliant shows and remain at the forefront of football-led content production.”
SPT’s President of International Production, Wayne Garvie, went on to add: “Football is the great global game, no other sport produces so many heroes, tears and laughter, joy and heartbreak as football […] but the game always evolves and over the last decade City Football Group have become an unprecedented innovator and global leader.
“Our aim is to be part of the next evolution of the game, creating a new generation of innovative football-based entertainment to thrill the world.” It’s still unclear as to when the first of these new football-related TV shows will start rolling out but given the success of previous ventures they’re sure to prove popular.
Featured Images — The Manc Group/ykanazawa1999 (via Flickr)
Business
Popular coffee chain Blank Street to open third Manchester site at the Trafford Centre this weekend
Emily Sergeant
Popular coffee chain Blank Street is gearing up to open its third Manchester site at the Trafford Centre this weekend.
After becoming a common feature down in London, with sites now serving coffee lovers in all four corners of the capital, Blank Street went on to take Manchester by storm earlier this year as it opened doors to two cafes in our city centre – one in Piccadilly Gardens, followed by one on the corner of Cross Street and King Street.
It’s fair to say that Blank Street has earned itself a pretty loyal customer base since opening the doors to its first site back in 2022.
And those loyal customers will soon have a new Greater Manchester location to head on down to.
Popular coffee chain Blank Street is opening its third Manchester site at the Trafford Centre / Credit: Trafford Centre (via Facebook) | Blank Street (via Instagram)
The stunning new Trafford Centre site means Mancs will have another place to get their Blank Street coffee (or matcha) fix from, and not only that, but they’ll also be able to try out the new summer menu too – which apparently includes some of the brand‘s most “refreshing” offerings so far.
The new summer menu sees Blank Street move away from the classic milky base of its renowned Matcha Lattes and experiment with new flavours and lighter textures to provide an “instant hit of sunshine” regardless of the classic Manchester weather.
The Mango Passionfruit Matcha, Watermelon Matcha Spritz, and Yuzu Matcha Spritz are just some of the new menu additions, while the best-selling White Chocolate Matcha also remains.
Ignacio Llado, who is Blank Street’s UK Managing Director, says the company has been met with “such a warm reception” in Manchester already, and has been “so excited to hear that Mancs want more Blank Street locations.
“We’re so proud to announce that our third store will be at the iconic Trafford Centre,” Ignacio added.
“We’re excited to hopefully be fuelling shopping trips and hangouts with friends with our famous matchas and classic cold brew.”