The_Essential_Manager_s_Handbook

400 / CONDUCTING NEGOTIATIONS

Negotiating with power

INFORMATION

BATNA

RESOURCES

NEEDING

THE DEAL

TIME

SUNK COSTS

SKILLS

Power is a central factor in determining the outcomes of the negotiation

process. Effective negotiators understand that power is not static and

thus engage in continuously assessing and enhancing it. It is, however,

equally important to know how to negotiate when you do not have power.

Understanding power sources

Having an attractive

alternative to a

negotiated agreement

gives you the power

to say “no” to a bad

deal and walk away

from it.

US_400-401_Negotiating_with_power_1.indd 400 01/06/16 12:04 pm