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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Step 4: Power Assessment

In negotiation, power is a function of alternatives. Think about alternatives in three categories: (1) sources, (2) currencies, and (3) skills (see Table 12.4). Don’t overlook the power of the relationship and how this contributes to a true win-win agreement. Refer to Chapter 5 for more information on enhancing your power.

Table 12.4. Power Assessment
Your SideOther Side
Alternative sourcesAlternative sources
Alternative currencies (check one)Alternative currencies (check one)
Plenty available to close the gap Plenty available to close the gap
Sufficient to close the gap Sufficient to close the gap
Need to generate/explore Need to generate/explore
Alternative skillsAlternative skills

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