O'Reilly logo

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

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 61
Combinations of Power
Now you know the eight elements that give you power over the other person. To recap, they are the following:
1. Legitimate Power (the power of your title or your position in the marketplace).
2. Reward Power (the ability to reward the other person).
3. Coercive Power (nearly always perception, not reality).
4. Reverent Power (the ability to project a consistent set of values).
5. Charismatic Power (the power of the personality).
6. Expertise Power (an ability that the other person does not have).
7. Situation Power (power that stems from circumstances).
8. Information Power (knowledge that the other person lacks).
Take the time to rate yourself in each of those elements—not as you see yourself, or maybe not even ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required