© 2011 Sixhills Consulting LtdEffective relationships need to balance the dependence of each on the otherP6IT Commercial Skills Development - Part 2Partner relatively powerfulHostageHigh level of interdependenceEffective RelationshipApathyLow level of interdependenceDrunk with PowerBuyer relatively powerfulFrom Power to TrustEffects of InterdependencePartner’s DependenceBuyer’s DependenceHighHighLowLowSource: HBRIllustrativeIllustrative
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