Being powerful is like being a lady. If you have to tell people you are, you aren’t.
—Former UK Prime Minister, Margaret Thatcher
This chapter demonstrates the critical importance of the power balance in deal-closing and how you can ensure you have the upper hand.
The purpose of collecting so much information can only be power.
—Author and poet, Nick Drake
In a business environment, recognized types of power include:
• Personal organizational power: Based on a person’s position within the organization’s hierarchy (though be careful not to fall into the trap of believing that lower ranking staff cannot be powerful; I have come ...
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