Good morning and welcome to The Closer, the newsletter all about deals. Today’s edition is short and sharp — one tactic, backed by research, to help you negotiate smarter. No headlines, no noise — just a Nugget you can deploy by lunchtime.
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POWER
DISTANCE
EFFECTS
Closer Tactic #57 • Deal Psychology
Most people negotiate the same way with everyone.
Power players read the hierarchy.
The Nugget
Negotiation tactics must adapt to power distances in the room.
When Tim Cook negotiates with suppliers, he uses different approaches with small component makers versus major partners like Samsung. With lower-power suppliers, direct demands work. With Samsung (who also competes with Apple), Cook uses more collaborative language and face-saving options.
Research shows high-power negotiators can be more direct, while low-power parties need more diplomatic approaches.
How to Deploy
• Assess your relative power before choosing tactics
• Use direct language when you have clear advantage
• Switch to collaborative framing when power is equal or against you
Avoid using the same negotiation style regardless of your power position.
Takeaway
Your tactics should match your power level, not your personality.
Reply with how you adjust your style based on power dynamics—
we might feature you (and send a mug).