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4 Types of Negotiating Power

 , updated on August 15, 2017
Negotiating power is your position in a particular negotiation relative to the other sides. The following are common types of negotiating power.

BATNA

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 Leverage

Bargaining 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.

Information

If 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.

Influence

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.
Overview: Negotiating Power
Type
Definition
Your position in a particular negotiation relative to the other sides.
Also Known As
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A list of common negotiation strategies.

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A definition of BATNA with examples.

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