Leverage or Power In Negotiation Preliminary Considerations. What are power and influence? Power : Source of direct or indirect pressure exerted to advocate interests or win conflict Influence : Tactics to apply this pressure Why is power important to negotiators?
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Qualifications and competence
Self-presentation or presence
Sociability (friendly and open)
Friendliness: Establish personal relations (Ingratiation: Excess flattery, taking friendliness a bit too far?)
Helping the other
EmotionCharacteristics of Sources