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Secrets of Power Negotiating by Roger Dawson

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Chapter 58Information Power

The final element of personal power is Information Power. Sharing information forms a bond. Any time that you share information with someone you get closer to that person. This is why, in the old days before members of congress passed laws to restrain themselves, they were big on the lecture circuit. An association that might be penalized greatly by congressional legislation could hire a representative or senator to be the speaker at its annual convention.

The association could afford to pay that person a large honorarium. There wouldn’t have to be any quid pro quo involved—just the fact that the lawmaker had mingled with the membership would cause him or her to bond with this industry. Pharmaceutical salespeople, ...

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