May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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Step 4: Power Assessment
In negotiation, power is a function of alternatives. Think about alternatives in three categories: (1) sources, (2) currencies, and (3) skills (see Table 12.4). Don’t overlook the power of the relationship and how this contributes to a true win-win agreement. Refer to Chapter 5 for more information on enhancing your power.
| Your Side | Other Side |
|---|---|
| Alternative sources | Alternative sources |
| • | • |
| • | • |
| • | • |
| • | • |
| Alternative currencies (check one) | Alternative currencies (check one) |
 Plenty available to close the gap |  Plenty available to close the gap |
 Sufficient to close the gap |  Sufficient to close the gap |
 Need to generate/explore |  Need to generate/explore |
| Alternative skills | Alternative skills |
| • | • |
| • | • |
| • | • |
| • | • |
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