Negotiation Power
What is it?
- relative
- changes
- limited
- real or apparent
- exercise has benefit and costs
- ability to punish or benefit
- enhanced by ability and resources
- increased by ability to endure uncertainty
- benefited by a good negotiation relationship
- depends on perceived batna
- only exists if accepted
Any duty to balance power?
Concepts of competence, empowerment and maximization
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