Sources of Power in Negotiations

Author(s)
Rowe, Mary
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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.
Date issued
2022
URI
https://hdl.handle.net/1721.1/158444
Publisher
MIT Sloan School of Management
Citation
Mary Rowe, “Sources of Power in Negotiations,” MIT Sloan School of Management website, 2022.
Keywords
negotiations, sources of power in negotiations, BATNA, positional power
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