"SUCCESS MANTRA" # 123

TOPIC: NEGOTIATOR'S

What gives a negotiator power to influence events?

FUNDAMENTALS OF NEGOTIATION

POWER TO INFLUENCE

What gives a negotiator power to influence events?

● Promise of reward: You can provide something the other side wants, so they have to listen

● Threat of punishment: The apparent intention not to provide something the other side wants

● Legitimacy: Factual evidence: something that clearly weighs in the argument

● Bogeys: Something fielded specifically to give you an edge (such as sympathy)

Never underestimate or overestimate your power or theirs.

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