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Secrets of Power Negotiating by Roger Dawson

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Chapter 52Reward Power

The second element of personal power is Reward Power. Power Negotiators know that if you can convince the other parties involved in making the deal 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.

Remember the old Sergeant Bilko television series? The supply sergeant on the army base had more power than the colonel, who was really running the base, because he had a greater ability to reward the men. The person who has the power at ...

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