Any negotiation expert will tell you that the act of negotiating is a balance of power between two parties. What they won't tell you is that taking control of your power starts before you even reach the negotiation stage.
This is the idea behind "Powershift: Transform Any Situation, Close Any Deal, and Achieve Any Outcome" (Currency, March 2020). Penned by business mogul and "Shark Tank" star Daymond John and Daniel Paisner, "Powershift" is all about recognizing where the power lies in every relationship, transaction and seemingly inconsequential moments in our lives.
"[A] powershift is when you take control and create moments of true change — when we tap into our ability to build influence, negotiate for the things we need and want, and nurture our relationships to take us where we want to go," John said of his book.
Through John's own personal experiences and interviews with some of the world's most powerful individuals — Bethenny Frankel, Kris Jenner and Mark Cuban, to name a few – "Powershift" teaches readers to take full power into their own hands "through the process of making an impression, making a deal and making a lasting relationship."
[Read: 5 Business Lessons From Shark Tank's Daymond John]
Are you in control of your own power?
As John puts it, "Powershift" is for anyone who wants to make a change and feel like they're in control of their own journey to success. This can be especially helpful for entrepreneurs and small business owners, whose growth is often dependent on their ability to successfully negotiate deals.
However, you may not realize how powerful you truly are. Impostor syndrome — the feeling of being a fraud, or feeling unworthy of your own success — plagues new and experienced entrepreneurs alike. John's book tackles this issue head-on by explaining exactly how to take back your own innate power so you can set yourself up to steer your business and its future.
"You need to recognize your own power and put it to work for you so that you can make the decision to pivot when it’s most convenient for you," said John. "'Powershift' gives all the strategies you need to shift the power in your favor in any given relationship or interaction."
Taking control of your power begins with identifying your "why." John and Paisner write that you must discover what you're trying to accomplish and the reason behind your goal — the thing that gets you out of bed every morning and motivates you to keep going after what you want.
"You cannot work towards your goals without first establishing your authentic and true reason for wanting to achieve those goals," John explained. "If you don’t determine what your 'why' is, other people will be able to tell and your business won’t seem as authentic."
[Read: 8 Personality Traits of Every Great Biz Dev Expert]
You cannot work towards your goals without first establishing your authentic and true reason for wanting to achieve those goals.
Daymond John, star of ABC's "Shark Tank" and co-author of "Powershift: Transform Any Situation, Close Any Deal, and Achieve Any Outcome"
The 'Powershift' Framework: Influence, Negotiation, Relationships
Negotiation is a central theme of "Powershift," but make no mistake: This is not your average negotiation book. In fact, John says it's not a negotiation book at all.
"While I do include my tips for negotiations in 'Powershift,' negotiations only make up a third of my total process for taking control of your power," he added.
Once you've determined your "why," you can then follow this three-part Powershift process to start harnessing the potential of your own power:
1. Influence: "Develop a reputation that highlights what you stand for."
Influence is about making an impression on others. This influence must be well-developed before you begin negotiating with someone if you want to start from a position of power.
In "Powershift," John and Paisner explain how to establish your reputation and create a sphere of influence by taking the following steps:
- Stand for something.
- Develop a clear and consistent message.
- Look for points of connection.
- Refine your approach.
2. Negotiation: "Hone a win-win negotiating style."
The negotiation phase itself is about striking a deal that works to the benefit of both parties. However, it's important to do this in a way that allows you to retain control and power over your situation. You must learn to negotiate for yourself and your position.
To that end, "Powershift" outlines these steps for a successful negotiation:
- Do your homework.
- Set the tone.
- Make the first move.
- Play to win-win.
3. Relationships: "Nurture those connections you make along the way."
Your relationship with the other party in your negotiation doesn't end when the deal is made. No matter what your previous connection to that person, you should aim to build a lasting, mutually beneficial relationship with them post-negotiation. Working to maintain these essential relationships allows you to call on them later on.
John and Paisner recommend keeping these important points in mind during the "Relationships" phase of the Powershift process:
- Understand that people are people, just like you.
- Bring value without expecting anything in return.
- Bank your relationship capital.
Read: 7 Insider Tips from 'Shark Tank' Contestants]
By mastering the Powershift process and taking valuable lessons from the "powershift moments" of John and the book's interview subjects, "Powershift" readers can feel empowered to shape their own journey to success in life and in business.
"Anyone can be in control of their lives," said John. "It just takes actually going after your power to make it happen."
"Powershift" is available as a hardcover, Kindle e-book or Audiobook as of Mar. 10, 2020.
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