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Negotiating power is your position in a particular negotiation relative to the other sides. The following are common types of negotiating power.BATNA, or best alternative to a negotiated agreement, are your opportunities beyond the current negotiation. If you have five excellent job offers, you have more negotiating power because you can safely walk away. Evaluating your BATNA and those of the other side is an important element of negotiation.
Bargaining LeverageBargaining leverage is the degree to which you can reward or punish the other side and vice versa. For example, someone with much authority may have more leverage then someone with no formal authority in a given context. InformationIf you have more information than the other side this may increase your negotiating power. For example, if you know the other side's BATNA and they don't know yours.
The ability to influence the other side. For example, an employer may be strongly motivated to hire you simply because you have made a good impression. In this case you could potentially have a strong negotiating position even if your BATNA is weak.|
| Type | | | Definition | Your position in a particular negotiation relative to the other sides. | | Also Known As | Bargaining Power | | Related Concepts | |
Influencing
This is the complete list of articles we have written about influencing.
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A list of negotiation techniques.
A definition of BATNA with examples.
A common negotiation technique.
A definition of win-win negotiation with examples.
The difference between zero-sum and win-win explained.
A definition of positive-sum game with examples.
A list of common negotiation strategies.
A list of common negotiation tactics.
The definition of final offer with examples.
A few basic influencing strategies.
The two ways that people accept ideas.
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A definition of cultural capital with examples.
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A definition of positive criticism with examples.
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A definition of creative tension with examples.
The definition of consensus building with examples.
The definition of credibility with examples.
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