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Positional power sources includea. expert, reward, coercive.b. ... | Filo
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This isn’t persuasion, it’s positional power. Bert Cooper doesn’t pitch, argue, or sell. He simply reminds Don Draper of one thing: leverage. “You’ve been standing on someone’s shoulders. We brought you in. We nurtured you. And now it’s time to pay us back.” Cooper knows Don’s secret and with that, he controls the frame. No threats. No pressure. Just calm inevitability. That’s how real closers win high-stakes deals: They don’t chase agreement, they create inevitability. Leverage replaces persuas
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