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What Is Negotiation Power?

When a person or party enters into a bargaining area, he or she may be in possession of negotiation power. Such a power may be considered to be perceived or real and refers to the amount of influence one can extend towards the outcome of the negotiations.

Negotiation power is not something that can be held by merely one party. This type of power can shift through the progression of negotiations, and it can be held by both sides. In order to maneuver a successful outcome from negotiations, one must understand how to obtain and use negotiation power to one’s advantage. Thus, various books, editorials, and workshops are given in order to inform people as to how to use negotiation power.

In any type or form of negotiations, you have 2 or more parties bargaining for objects or subjects in order to obtain whatever it is that they want. For example, a sports team wants to acquire a player to play for their team, so they must negotiate with the player’s sports agent, who wants to obtain the best deal possible for his or her player. Both the sports team and the sports agent have negotiation power, and can influence the negotiations in order to get what they want.

Several factors come into play when determining who has negotiation power. First, behavior during negotiations is essential. One who is cool and assertive has generally more negotiation power than one who is panicked and feeble. Second, other parties excluded from the negotiations but related to it may play a key role in determining which involved parties has negotiation power.


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