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Who has the power in negotiations?

By Roger Hage

This is the most common question I get when it comes to negotiation. Although the negotiated outcome should be a win-win, one party has more power than the other even if it does not play it out. So who has the power?

Handshake 1

Well, it is the one who can stand up and leave the negotiation table and has nothing to loose, or in other words, it is the one who has the better ALTERNATIVE to no negotiation.

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