Introduction

Introduction

1. Leverage in negotiation is perceived as balanced specifically the parties bargaining power is balanced.

2. Both parties come to the bargaining table with some bargaining power.

3. If it is unbalanced, the negotiation process and outcome may be affected and the party with greater power may choose a win-lose approach, and not a mutual-gains approach.

4. heir attitude toward the negotiation depends, among other things on the perceived balance of the bargaining power of the parties.

5. Both parties come to the bargaining table with some bargaining power.

6. Leverage in negotiation is perceived as balanced specifically the parties bargaining power is balanced.