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The Leader's Guide to Negotiation by Simon Horton

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Chapter 11

Increasing your power

To the lion, his share

In Aesop’s fable, a lion goes hunting with a sheep, a cow and a nanny goat (I know, not a very plausible storyline but stay with me, the man’s got a good track record). They pull down a large stag and they get ready to divide out the spoils.

The lion says, ‘Let’s be fair about this. We’ll divide the catch into four equal parts. I will get the first part because I helped kill it. Now, since I am the King of the Jungle I should get the second part, too. The third part is mine because I am the strongest. And if anyone wants the last part, they can fight me for it.’

Such is power.

Power is a critical aspect of the strong win–win method. You are unlikely to be bullied if an army can be seen ...

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