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Title: Identifying and Developing Leverage
Running time: 11:22
Description: We're still talking about the five Ps ... proper preparation prevents poor performance. In a negotiation, everyone wants to use power over the other party. It's not about power because negotiating isn't a battle. It's about recognizing and developing leverage in a negotiation. This program explains eight sources for leverage and six rules for how to use them. It also teaches the importance of trading 1s for 10s whenever possible. Understanding leverage is a critical factor in successful negotiating.
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