Negotiation power

Negotiation power

1. why: power critical

   • definition
     • capabilities negotiators can assemble to give themselves an advantage over the other party (offset the other's advantage & gain one's own advantage) to increase the probability of achieving their objectives
   • power/leverage tactics
     • create power equalization
       • compromising or collaborative, integrative agreement
     • create power difference
       • competing or dominating strategy, distributive agreement
     • exert influence over the other party in the service of achieving the best deal for one or both parties
       • eg. hinting to the other party that you have a strong BATNA
   • power vs. influence
     • power (chp 7)
       • potential influnce that canalter the attitude & behaviours of others
     • influence (chp 8)
       • kinetic活跃的power (power in use) - the actual messages & tactics an individual undertakes in order to change the attitude behaviours of others

2. what: sources/bases of power

3. how: using power