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Sources of Power in Negotiations

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Mary-Rowe-List-of-Sources-of-Power-in-Negotiation.pdf

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Mary-Rowe-Sources-of-Power-from-her-MIT-Sloan-Negotiation-and-Conflict-Management-Course.pdf

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Author(s)
Rowe, Mary
Date Issued
2022
Publisher
MIT Sloan School of Management
Citation
Mary Rowe, “Sources of Power in Negotiations,” MIT Sloan School of Management website, 2022.
Description
Note: This one-page list was initially compiled for MIT Sloan course 15.667. It is also available in a longer, annotated version that includes examples and a table.
Subjects
negotiations, sources of power in negotiations, BATNA, positional power
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