Section Six
Developing Power Over the Other Side
Power. Control. Influence. That’s really at the heart of any interpersonal situation, isn’t it? In negotiating, the person with the most influence or power will gain the most concessions. If you allow other people to manipulate and intimidate you, it is your fault if you’re not getting what you want out of life. If, on the other hand, you learn what influences people and how to use and counter specific methods, you can take control of any situation.
Developing personal power over the other side is an issue that is so critical to Power Negotiating that I’m going to devote all of this section to it.
In any negotiation, one person always feels he’s either the intimidator or the person being intimidated. ...
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