The_Essential_Manager_s_Handbook

NEGOTIATING WITH POWER / 403

USE LIKEABILITY AND INTEGRITY

When in a weak position, do not

underestimate the power of personal

likeability. People do business with

people they like and whom they can

trust to keep their promises and

deliver good value.

Tip

US_402-403_Negotiating_with_power_2.indd 403 30/05/16 3:06 pm