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Secrets of Power Negotiating by Roger Dawson

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Chapter 53Coercive Power

The opposite side of Reward Power is Coercive Power. Anytime you perceive someone as able to punish you, they have power over you. You know how awful you feel when the state trooper pulls you over to the side of the road and he’s standing there and can write you, or not write you, a ticket. The penalty may not be very great, but the level of intimidation is very great indeed.

Incidentally, in the real estate industry in California they have a joke about this. California has more 300,000 licensed real estate agents. If you think you have competition in your industry—try California real estate. The joke is that a Highway Patrol officer pulls you over to the side of the road and says, “Okay buddy, let me see your real estate ...

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