Power at the Negotiating Table: Key Concepts in Negotiation

The video explores power dynamics at the negotiating table, dividing power into granted and internal forms. Granted power includes legitimate and resource power, which can be abused as coercive or reward power. Internal power encompasses knowledge, expert, network, personality, and personal power, which are more fundamental but may lack decision-making authority. The video also discusses the trappings of power, such as appearance and behavior, and how they influence perception in negotiations.

What is knowledge or information power and why is it important in negotiations?

How does personality or charisma power influence negotiations?

What are the trappings of power and how can they affect your negotiation?