Practical Negotiating: Tools, Tactics & Techniques

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.

Table 12.4. Power Assessment

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
•	•
•	•
•	•
•	•