Why power is a better negotiation tool than force

Diverse business people partners group negotiating at boardroom meeting. Multiethnic executive team discussing financial partnership agreement project strategy brainstorming sitting at table in office.
Organisations need to raise both emotional intelligence and the culture around negotiation. Sourced.
Having worked the majority of my career in FMCG, I’ve seen countless negotiation tactics used by suppliers, vendors and retailers to exert what they believe to be power. Often, these approaches are actually about force – low-level tactics aimed at imposing power over others; however, true power is different. It comes from a higher awareness, embracing collaboration and seeking ‘power with’ rather than ‘power over’. The concept of power versus force, made popular by David

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