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Practical Solutions to Global Business Negotiations by Claude Cellich

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Chapter 11

Demystifying the Secrets of Power Negotiations

Let us never negotiate out of fear. But let us never fear to negotiate.

—John F. Kennedy

Chapter 2 briefly mentioned various forms of power and how power impacts negotiations. This chapter further explores the subject of power. The chapter is divided into three sections. The first section discusses the sources of personal negotiating power. The second section focuses on estimating negotiating power. The third section is devoted to using power effectively.

Sources of Power

Negotiation power has a lot to do with perception. Although power can be real or perceived, what is important is how others see the negotiator. If the other party thinks the negotiator has power, he or she can negotiate ...

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