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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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The Rule of Power in Negotiation

Keep in mind one simple rule: In negotiating, power is a function of alternatives.

Think of alternatives on three levels:

  1. Alternative sources.

  2. Alternative currencies.

  3. Alternative skills and behaviors.

Because these three levels are cascading, explore alternative sources first. Having exhausted that category, develop any alternative currencies. Finally, consider alternative skills and behaviors that you could use to maximize your power in presenting alternative solutions.

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