| Overview: Power is the key to what happens in negotiations. It is the reason why both sides come to the negotiating table in the first place, often to prevent one side exercising power in a way they do not want: disrupting a business, spending money somewhere else, withdrawing their labour.
Power surfaces throughout the negotiations when either side wishes to strengthen its case or its arguments. And in the end, it is the prospect of using power unfavourably that produces a settlement between the sides. |
