The four horsemen of power at the bargaining table
This paper aims to identify and discuss four major sources of power in negotiations. Findings: The four sources of power are 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 allow...
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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
| Published: |
Institutional Knowledge at Singapore Management University
2017
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| Subjects: | |
| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/5161 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6160/viewcontent/Four_horsemen_av_2017_JBIM.pdf |
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| Institution: | Singapore Management University |
| Language: | English |