November 2000
Beginner
320 pages
7h 49m
English
Content preview from Secrets of Power NegotiatingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Section SixDeveloping Power Over the Other Side
Power. Control. Influence. That’s really at the heart of any interpersonal situation, isn’t it? In negotiating, the person with the most influence or power will gain the most concessions. If you allow other people to manipulate and intimidate you, it is your fault if you’re not getting what you want out of life. If, on the other hand, you learn what influences people and how to use and counter specific methods, you can take control of any situation.
Developing personal power over the other side is an issue that is so critical to Power Negotiating that I’m going to devote all of this section to it.
In any negotiation, one person always feels he’s either the intimidator or the person being intimidated. ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.