This chapter focuses on power in negotiation, finding and using negotiation power. By power, we mean the capabilities negotiators can assemble to give themselves an advantage or increase the probabilitity of achieving their objectives. First, it defines power and talks about why power is important to negotiators. Next, it gives examples of sources of power and how people can acquire those powers. Finally, it explains how to deal with others who have more power than you. It advises- never do all or nothing deals, make the other party smaller or make yourself bigger.
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