Power in Negotiations: How Effective Negotiators Project Power at the Negotiation Table
Submitted by Anonymous (not verified) on
Negotiating power generally comes from one of three sources, according to Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee:
1. A strong BATNA. Your best alternative to a negotiated agreement, or BATNA, is often your best source of bargaining power. By cultivating a strong outside alternative, you gain the power
