Sources of Power in Negotiations

Title: Sources of Power in Negotiations
Description: Note: This one-page list was initially compiled for MIT Sloan course 15.667. It is also available in a longer, annotated version that includes examples and a table.
Creator: Rowe, Mary
Subject: negotiations, sources of power in negotiations, BATNA, positional power
Publisher: MIT Sloan School of Management
Date: 2025-03-10T16:21:53Z; 2025-03-10T16:21:53Z; 2022
Type: Other
Format: application/pdf; application/pdf
Identifier: https://hdl.handle.net/1721.1/158444; Mary Rowe, “Sources of Power in Negotiations,” MIT Sloan School of Management website, 2022.