5.
Who has the power?
In this chapter you will learn:
- That you have to think where the real power is!
- Power can be just a perception.
- How to accept and handle power plays.
Introduction
Power is a key variable when negotiating.
Power is important. However, people without power need to think about how they might create some power or change the perception of the power.
The perception of power
There appears to be a psychological defence mechanism built into a large majority of people, to focus on their weaknesses rather than their strengths. A cannot do mindset rather than a can do.
This can have real consequences in negotiating. If you are one of those many people who focus on their weaknesses, you might assume, naturally, that you are ...
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