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

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Chapter 58
Expertise Power
The sixth element of personal power is Expertise Power. When you project to people that you have more expertise than they do in a particular area, you develop power over them. Think of the people to whom you defer because of Expertise Power: your doctor, your auto-mechanic, and your plumber. I even defer to the maid who cleans my home when she tells me that I need to buy a particular type of cleaner for a special surface.
I think that Expertise Power is becoming increasingly more important as the world in which we live becomes more complex. I think that the trouble started back in 1965 when Sony marketed the first VCR machine. Until then, life was difficult, but manageable. We could turn on the oven, and switch on the ...

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