This is Stevea Robbins. Welcome to the Get It Done guys quick and dirty tips to work less and do more.

In the episode on How to Be a Power Player in Negotiations, we joined Bernice, who was about to enter

negotiations with 1-800 gotgreen.com about a job.

Bernice already has a job, of course. She's the owner of plant

stores Green Growing Things 1 and 2. Her immediate instinct was to walk into the Got

Green meeting hoping that they would make her a good offer and wouldn't give her too low a job

title. Using Joe Yeager's one-up, one-down and equals framework from the last episode,

Bernice realized that she was thinking about the meeting from a one-down position as if she needed to beg a favor from God Green. Thanks to Joe's framework, now she's

walking in feeling like an equal. But while feelings are an important part of the mix, she needs to know

what to do to show up powerfully in the meeting. Know the power dynamics and realities.

It's smart to assess the realities and the perceptions.

The reality.

Since they approached her and her business is doing just fine, she doesn't actually need anything they have to offer.

So in fact, she has something they want, and so far they haven't demonstrated that

they have anything that she wants. This means that

she has all the leverage and at the moment all the power. Now, she has to act like it. The perception.

Since they're the 800-pound Audrey 2 of the plant industry, they used to be the 800-pound gorilla,

but a gorilla is no match for an Audrey 2. And since they are offering her a job, Godgreen is probably

coming in thinking that they are one-up and that Bernice is chomping at the bit to be noticed

by such a magnificent enterprise. She needs to adjust their perceptions so that they begin to

treat her as a serious entrepreneur and CEO in her own right. She needs to convey that she is

the Audrey 2 that could gobble up their

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