Abstract
This paper aims to identify and discuss four major sources of power in negotiations: alternatives, information, status and social capital. Each of these sources of power can enhance a negotiator's likelihood of obtaining their ideal outcome because power allows negotiators to be more confident and proactive, and it shields them from the bargaining tactics of their opponents.
Full Citation
Journal of Business and Industrial Marketing
vol.
32
,
(January 01, 2017):
606
-611
.