POWER IN NEGOTIATION

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 3 in Negotiate, Persuade and Create Great Deals, 2020, pp 43-59 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Power is the capacity to influence others and get what you want — the slice of the pie that you prefer by altering the perceptions, preferences, or opinions of your counterparts. Power is at the center of any social interaction and determines the eventual outcome in negotiation. Thus, power must be carefully analyzed and assessed by asking several important questions: What is the nature of power? What are the dimensions of power? What gives negotiators power? How do you negotiate when you have power and when you don’t? What are some common tactics used by those with power and are they effective? How do you deal with hardball tactics? In this chapter, we will address these questions.

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
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