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Secrets of Power Negotiating: 15th Anniversary Edition by Roger Dawson

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Chapter 54
Reward Power
The second element of personal power is Reward Power. Power Negotiators know that if you can convince the other side that you would reward them, you have given yourself the power to influence them. Unfortunately, many people who are trying to sell their product or service never develop the self-confidence to project to the other side that they would be rewarding the buyer. These people think that the buyer is rewarding them by placing the order with them.
Reward Power takes on many forms. Money is the obvious one, but there are many more. Some other forms of reward power include praising the other person, forgiving the other person, the power to assign titles (manager, vice president, captain), the authority to assign ...

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