Sources of Power in Negotiations

Rowe, Mary

Sources of Power in Negotiations

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Name

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

Description

List

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109.83 KB

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Adobe PDF

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Name

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

Description

List with Examples

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193.99 KB

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Adobe 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

Persistent DSpace Link

https://hdl.handle.net/1721.1/158444