Secrets of Power Negotiating

Chapter 59Combinations of Power

Now I’ve taught you the eight elements that give you power over the other person. To recap, they are the following: 1) Legitimate Power (the power of your title or your position in the marketplace), 2) Reward and Coercive Power (nearly always perception, not reality), 3) Reverent Power (the ability to project a consistent set of values), 4) Charismatic Power (the power of the personality), 5) Expertise Power, 6) Situation Power and 7) Information Power.

Take the time to rate yourself in each of those elements—not as you see yourself, or maybe not even as you really are, but as you think other people see you. How do people with whom you negotiate perceive you in each of these eight areas? Give yourself a score from ...