A Brief Look at Negotiating Essentials

1323 Words Jan 26th, 2018 5 Pages
It is a perceived value and similar to the “walk-away” value, which is the most essential bargaining power. In negotiations power is an ability to induce the other party to settle for less. The use of power to achieve goals is leverage. If leverage in negotiations is perceived as balanced then the bargaining power of parties is balanced. If it is perceived as unbalanced then the negotiation process and outcome may be affected. The consequence is that the party with greater power may choose a win-lose approach. BATNA is the greatest source of power, thus if the other party perceives your BATNA is better, then you have leverage. But this situation is only one side of the coin. What if your BATNA is inferior? In any negotiation both parties bring bargaining power to the table. If your BATNA is inferior to the other party’s BATNA, then keep it concealed and increase its perceived strength by altering the other party’s perception of your BATNA. Also there is a possibility to weaken the other party’s BATNA which will balance the situation by introducing new information and settling a new outside option. Another way is to team up with other parties.
To support your interests you can also leverage power through persuasion. Creating persuasive arguments is one principle of persuasion that can be used to alter the other party’s viewpoint. According to Aristotle…
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