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Manual > 3 - Negotiation > Negotiation Power

 

Negotiation Power

Negotiation power can be defined as "the ability of the negotiator to influence the behavior of another. Commentators have observed a variety of aspects and qualities of negotiation power. It is important for the mediator to take note of these various aspects and qualities of negotiating power as a means of assisting each negotiating party to be at his or her best in representing his or her interests in mediation. Here are a number of aspects and qualities of negotiating power that have been identified:

  • Negotiating power is relative between the parties;
  • Negotiating power changes over time;
  • Negotiating power is always limited;
  • Negotiating power can be either real or apparent;
  • The exercise of negotiation power has both benefits and costs;
  • Negotiating power relates to the ability to punish or benefit;
  • Negotiating power is enhanced by legal support, personal knowledge, skill, resources and hard work;
  • Negotiating power is increased by the ability to endure uncertainty and by commitment;
  • Negotiating power is enhanced by a good negotiating relationship;
  • Negotiating power depends on the perceived BATNA; and
  • Negotiating power exists to the extent that it is accepted

 



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