Negotiating Power
Getting and Using Influence
Bibliographic Data
| ID | 4760309 |
|---|---|
| Authors | Roger Fisher (Harvard University, corresponding author) |
| Year | 1983 |
| Volume | 27 |
| Issue | 2 |
| Pages | 149-166 |
| Publication date | 1983-11-01 |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | American Behavioral Scientist (JOURNAL) |
| Journal identifiers | ISSN: 0002-7642 • E-ISSN: 1552-3381 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/000276483027002004 |
| OpenAlex | W2003928884 |
| Language | EN |
| Citations received | 10 |
| References cited | 1 |
In this article the debilitating effects of negative commitments, especially threats made at an early stage of negotiation, are explored. Mistaken views of the sources of negotiating power are analyzed and six sources of negotiating power are presented. Would-be negotiators are offered a checklist of things they can do in advance of any particular negotiation to enhance their negotiating power
Checklist · Negotiation · Political science · Power (physics) · Public relations · Conflict Management and Negotiation · Law · Psychology · Social Psychology
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| Citations per year | 0.26 |
|---|---|
| Citation span | 1987 - 2020 (34) |
| Highly cited | No |