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You Can Capitalize On Negotiation Results … Through Contrast

When negotiating, do you use the ‘power of contrast’? You can use the ‘power of contrast’ to mentally strengthen your position or weaken that of the other negotiator. The ‘power of contrast’ consists of comparing various outcomes to one another. In a negotiation, it’s used to highlight the best outcome (the one to which you …

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Use Positional Power To Negotiate Successfully

Do you use positional power wisely when you negotiate? Do you use it to your advantage, or are you taken advantage of due to your lack of recognition and use of positional power? Positional power occurs in every negotiation. It’s fluid and thus it’s ever changing as the negotiation progresses. By understanding the dynamics of …

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