列维奇 商务谈判（第8版）IMChap09Lewicki8e.docVIP

PAGE PAGE 19 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 9 Influence Chapter Overview In Chapter 8, we discussed power as the potential to alter others’ attitudes and behaviors. In this chapter we turn to power’s complement, influence—the actual strategies and messages that individuals deploy to bring about desired attitudinal or behavioral change. During negotiations, actors frequently need to convince the other party that they have offered something of value, their offer is