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American Behavioral Scientist, Vol. 27, No. 2, 149-166 (1983)
DOI: 10.1177/000276483027002004

Negotiating Power

Getting and Using Influence

ROGER FISHER

Harvard University

In this article the debilitating effects of negative commitments, especially threats made at an early stage of negotiation, are explored. Mistaken views of the sources of negotiating power are analyzed and six sources of negotiating power are presented. Would-be negotiators are offered a checklist of things they can do in advance of any particular negotiation to enhance their negotiating power.


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[Abstract] [PDF]