Finding and Using Negotiation Power - N7

Summary

In this chapter, we discussed the nature of power in negotiation. We suggested that there were two major ways to think about power “power over” which suggests that power is fundamentally dominate and coercive in nature and “power with” suggesting that power is jointly shared with the other party to collectively develop joint goals and objective.

This chapter ends with the dealing with others who have more power.
The negotiators should be advised as follow:
Never do an all-or-nothing deal
Make the other party smaller
Make yourself bigger
Build momentum through doing deals in sequence
Use the power of competition to leverage power
Constrain yourself
Good information is always a source of power
Do what you can to manage the process