Asked by Carly Koncz on Jul 11, 2024
Verified
Seeking power in negotiation usually arises from one of which two perceptions?
Negotiation
A dialogue between two or more parties intended to reach a beneficial outcome over a dispute or agreement, covering all aspects from preparation to conclusion and agreement.
Perceptions
The way in which something is regarded, understood, or interpreted by individuals.
- Explain the concept of power in negotiations and its sources, including BATNA.
Verified Answer
TF
Taylor FlookJul 13, 2024
Final Answer :
(1)The negotiator believes he or she currently has less leverage than the other party;that the other party already has some advantage that can and will be used,so he or she seeks power to offset or "counter-balance" their leverage; (2)the negotiator believes that he or she needs more leverage than the other party to increase the probability of controlling the other and/or securing a desired outcome.
Learning Objectives
- Explain the concept of power in negotiations and its sources, including BATNA.
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