Negotiating from the Corner
It is very challenging to negotiate when the other party is more powerful than you are.
While differences in power do exist in negotiations, power is complex, with some factors acting for you and others against you. You need to be able to understand and exploit these dynamics. Even when you don't have much power, there are tools you can use to influence matters in your favor. Your success in a negotiation is therefore largely based on your ability to identify and use every point of power, skill, and influence to your advantage, so you can negotiate as effectively as possible under any set of circumstances.
Published: January 2010, 16 pages, PDF format
Author: Moshe Cohen
Online resource center clients: Access this report online