N7

Finding and Using Negotiation Power

summary

In this chapter, emphasizing about power in negotiation that is important in negotiation, the main point cover a definition of power, sources of power and dealing with others who have more power

We had the concepts about "power over" that is fundamentally dominating and coercive in nature and "power with" that it is jointly share with the other party to collectively develop joing goals and objectives.

The chapter reviewed informational sources of power, personal sources of power, position-based sources of power, relationship-based power and contextural sources of power