青岛农业大学外国语学院商务视听与谈判II课件 Chapter7.pptVIP

Chapter Seven Power and Negotiating Power Power is a social phenomenon, endowing people with control over other people, events, or activities. Power requires a relationship and interaction. Negotiating power is the ability that one negotiator can make use of to control over and affect the other side’s decision making and to resolve the dispute and attain the target of negotiation. Sources of Negotiating Power The state of the market: understanding if it is a seller’ or a buyer’s market, price Market share : two broad strategies for moving goods through a retail channel, push and pull Info