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Constraints, Power and Manipulation – 11 – Key Points

This, the third and final video on the Challenger skill of Taking Control, has looked at Constraints, Power and Manipulation. Constraints affect, and can distort, negotiations, and they usually come from my own organisation or are self-imposed Power differences, if...

Constraints, Power and Manipulation – 2 – For Power Issues

If, in spite of my best efforts at persuasion, a powerful negotiating adversary does not accept my proposals, then there is little I can do about it. This is why the life of CFEs working for small suppliers can be frustrating when the client is, say, Apple, Bosch or...

Constraints, Power and Manipulation – 3 – Manipulation

Using the tools and methods seen so far puts me in a good position to achieve Win-Win outcomes. But what do I do when confronted with a negotiator who doesn’t want to play fair? Who has no interest in Win-Win? Surely, if I always seek a balanced outcome, then I will...