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The Truth About Negotiations by Leigh Thompson

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Truth 41Using power responsibly

Beer ads advise that people should drink responsibly. The same advice is true in negotiation: Use power responsibly. Power is the use of force or coercion—psychological, behavioral, or physical.

  • You use psychological power when you threaten to "never trust someone again."
  • You use behavioral power when you threaten to "take all the money out of the joint checking account."
  • You use physical power when you hit the other party in the gut.

First and foremost, I don't advocate using physical power under any circumstance, except possibly self-defense. However, there are times in life when you might be justified in using psychological or behavioral power.

The main motive for using power is to move the party off an ...

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