Power Vs. Resources in the Negotiation Process

In chapter one negotiation power is defined as the ability to persuade someone to do something, that ability is derived from our belief that we have an equal chance of success in the context of the negotiation. In the negotiation process the person who holds the power is a matter of perception. As we shift our perception of power we can affect the outcome.Building a rapport or a relationship with the person you are in negotiation with is one way to improve the chances of success.Yesterday in my comments, I talked about my experience as a collector. The amount of time you have to determine the other parties interests, and underlying objectives can be limited, which is why it's important to listen; by understanding the other parties needs you are more likely to satisfy them.Resources can make an agreement more attractive and in increase the negotiating power "depending on the context and who's being persuaded." As a collector I would often offer reduced pay off amounts as an incentive, which would help to shift the odds of collecting in my favor. At the end of the day if the other parties needs aren't being addressed in the negotiation process you are less likely to succeed.