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
Manchester Airport reveals multi-million-pound plans for much-maligned Terminal 3
Daisy Jackson
Manchester Airport’s Terminal 3 has become a bit of a meme of itself in recent years, with Mancs dreading a holiday that starts in the travel hub’s smallest terminal.
But now Manchester Airport has unveiled a multi-million pound project to totally revamp the space with a new entrance, more seats, new shops, new food and drink outlets, and state-of-the-art security equipment.
Set to complete next year, it’s part of the airport’s wider decade-long £1.3bn transformation programme, which has already seen Terminal 2 extended and redeveloped.
And now Manchester Airport has announced that Terminal 3 and Terminal 1 will merge into a much bigger travel hub to improve the passenger experience.
Visitors will first come across a remodelled entrance, as well as new security halls and departure lounges, with loads more space.
There’ll be brand-new security equipment to speed up passenger journeys, and 40% more seating capacity in the departures lounge.
A new 500-seat bar area with airfield views will be included in the revamped Terminal 3, plus an expanded 200-extra-seat dining area.
As for Terminal 2, phase one completed in 2021, winning the prestigious UNESCO-backed Prix Versailles award for architecture and design, with phase two set for completion later this year – that’ll bring the existing building up to the standard of the new extension and will include more than 20 new retailers, bars and restaurants.
CGIs of the new-look Terminal 3 at Manchester AirportCGIs of the new-look Terminal 3 at Manchester Airport
Terminal 2 will host more than 70% of Manchester Airport’s total passengers, with the rest travelling through this new and improved Terminal 3 building that will include some of the existing Terminal 1 footprint.
Manchester Airport Managing Director Chris Woodroofe said: “We are proud to connect the people of the North to the world – and our transformation programme means that our passengers will be able to enjoy an airport experience that rivals that of any European capital city.
“The work we’ve done in Terminal 2 is there for all to see – and we’ve already won the prestigious Prix Versailles award for its architecture and design. But until now we haven’t talked about our plans for Terminal 3.
“Moving to a two-terminal airport is giving us a great opportunity to use some of the existing Terminal 1 space to increase the footprint of Terminal 3. We’re doing that as well as making some all round improvements to Terminal 3 – so passengers will enjoy new security technology, more space, more seats, new retail and food and drink, and more.
“It’s another exciting step towards delivering an even better experience for our passengers and I can’t wait to see it progress.”
MediaCityUK makes huge pledge to Salford Youth Zone
Danny Jones
MediaCityUK has committed a sizeable new pledge to nearby Salford Youth Zone, becoming a key patron for the increasingly important community cornerstone.
Initial work on Salford Youth Zone (SYZ) only began back in 2023 but is already promising to become an important outlet for so many through the borough.
Set to open later this summer and now with backing from none other than the hugely influential entity that is MediaCityUK, SYZ’s inaugural year will hopefully get off to a wonderful start.
As its own city with the national media hub boasting a huge reputation of its own, its great to get more eyes on and profile behind the project.
Teaming up with Salford Council and Empower Youth Zone (EMPOWER) – the youth work charity behind the already established HideOut Youth Zone in Gorton and the soon-to-open SYZ – MediaCity has become the latest and one of their most generous patrons yet.
Pledging a huge donation of £100,000, MediaCity will be supporting the charity at large with an extensive volunteering and business support programme over the next four years at the very least.
As a Landsec Futures employability partner and influential hub for the creative industries in the UK, MediaCity are looking to work closely with SYZ and its partners to provide greater access in creative spaces and with local businesses.
Landsec (who have recently acquired full ownership of the MediaCity brand) are equally committed to creating places that deliver lasting positive impact for both communities and the environment.
As per an official announcement of the partnership, “It joins the growing EMPOWER patron community, funding vital services that enable young people to break down barriers, unlock potential, and build brighter futures.”
Salford Youth Zone – situated adjacent to Belvedere Road and Broadwalk in Pendleton – is set to open seven days a week, deliver more than 200 volunteering days each year, as well as offer completely free membership to support thousands of young people in the city and across Greater Manchester.
For those who have come across the exciting new ‘FRAMELESS’ exhibition over in Salford Quays, this comes not only in collaboration with the National Portrait Gallery but SYZ itself in one of its first big activitations for 2025.
Here’s a whistle-stop tour of the £6.2 million youth centre and activities space.
Speaking in an official statement, MediaCity Managing Director Martin Chown said of the welcome new partnership: “Salford is an important part of our journey, and deepening our roots here reflects our commitment to enriching the communities we’re part of.
“Partnering with EMPOWER will help us continue to drive forward a thriving creative community while s upporting talented young people. MediaCity has become a cornerstone of Salford’s identity, helping the city attract leading businesses and driving investment into the city.
“It’s a bridge between Salford and the creative industries, and we want to ensure local people feel like a career in the creative industries is within their reach. EMPOWER’s arrival in Salford will make a material difference to young people and the wider community, so we’re proud to be supporting the team.”
Adam Farricker, CEO of Empower, went on to add: “Our partnership with Landsec is another powerful step towards our mission to support young people across Greater Manchester. MediaCity sits at the heart of the city, and we want our young people to feel connected to its energy and community spirit.
“Young people are full of potential but often need the right support to overcome the barriers they face and truly believe in themself. Together, with the MediaCity team and Landsec, we’re working to ensure every young person, regardless of their background, has the opportunity to grow, succeed, and move towards a better future.”
With the recently unveiled ‘Content Studio’ to boot, it’s happening in Salford and another exciting event is also heading back to MediaCity this season.