列维奇 商务谈判（第8版）Lewicki8eChapter08.pptxVIP

NegotiationSection 02:Negotiation SubproccessesChapter 08:Finding and Using Negotiation Power? 2019 McGraw-Hill Education. All rights reserved. Authorized only for instructor use in the classroom. No reproduction or further distribution permitted without the prior written consent of McGraw-Hill Education. Why Is Power Important to Negotiators?Most negotiators believe power gives them an advantage and seek power when they perceive one of two situations.They believe they currently have less power than the other party.They believe they need more power than the other party.Tactics may enhance thei