| Overview: Power negotiations are team negotiations in which representatives come together to make, renew or re-negotiate important agreements affecting others. They include wage bargaining, merger negotiations, and contracts with suppliers and customers. The first phase of power negotiations has a ritual to it. It consists of a formal exchange of positions; a show of muscle flexing as each side hints at their power; and a process of sizing each other up. In this phase power negotiators need to be unwaveringly confident in their own case, whatever its merits, while observing with great care what the other side's position is and how willing they are to stick to it or move closer to them. |
