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The Leader's Guide to Negotiation by Simon Horton

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Chapter 9

Credibility

Many leaders are great charmers but they are strong, too. Charisma usually encompasses both. As important as it is to establish rapport at the beginning of the negotiation, it is equally important to establish credibility. High credibility will make you more influential, will show you can deliver on your promises and will deter others from bullying you.

Your credibility derives from a number of sources such as your position, your track record and your expertise. The stars or stripes on your shoulder may be visible to your counterparty but, if they are not, it is worth establishing your credentials during the introductions (‘Just to give you a bit of background about myself, I . . .’). Do not be too arrogant, but do not ...

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