Power and Influence in Negotiations

Min Li and Julie Sadler

Chapter 7 in Negotiation Excellence:Successful Deal Making, 2014, pp 117-138 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The following sections are included:IntroductionNegotiation — The Process of Power Dependence, Social Influence, and Joint Problem SolvingPower and Influence DefinedSources of PowerPower in the Context of NegotiationThe Importance of Power AssessmentPower ImbalanceStrategies to Tackle Power ImbalanceInfluence TacticsEffectiveness of Influence Tactics Across CulturesSummary

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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