Power

Power is always present in a negotiation — in the alternatives each party holds, the information they have access to, the relationships they can draw on, and the urgency or pressure they are operating under. Understanding power dynamics is essential to negotiating effectively, whether you are the stronger party or the weaker one.

This subtopic explores the different sources of negotiation power — BATNA strength, expert knowledge, authority, time pressure, coalition support — and how these shift the dynamics of a discussion. You will find guidance on how to assess the power balance before a negotiation begins, how to build leverage even when you appear to be in a weaker position, and how to use power responsibly without damaging trust or creating resentment.

Many professionals underestimate their own power and overestimate the other side's — a perception gap that consistently leads to worse outcomes. These articles help you see the power landscape more accurately and use it more effectively.