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Negotiation In Negotiation

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The atmosphere within a negotiation is in large part subject to the perception of the counterpart’s power and dependence. If the perceptions of distribution of power and dependence on both negotiation partners differ too much, the negotiation will probably end in a deadlock. A buyer of a one-time purchase won’t care about building up a relationship with the seller and is therefore less dependent, or more powerful. In a negotiation both parties are usually interdependent, i.e. dependent on each other, and the relationships are multilayered. Collecting information about the counterpart will therefore enhance the understanding of the other’s attitude. The negotiation partners’ perception of the interdependence influences the progress of the negotiation, …show more content…

In contrast to the other tactics they need more research before the negotiation begins. Personal experience with the negotiation partner is crucial for the success of the strategies to ensure the other person’s needs, interests and decision-making characteristics. According to Yukl and Tracey pressure, legitimation and coalition are the least effective tactics, since they put extra stress on the counterpart. The negotiation could therefore end with the dissatisfaction of the other side and the rejection of the negotiable target (Yukl and Tracey, 1992: …show more content…

The distribution of both aspects are equal or based on the respective other (the degree of power of one person defines the degree of dependence of the other person). In addition the degree of power is dependent on the alternatives or substitutes the counterpart obtains. Therefore alternatives influence the relationship between both parties. The increase of one party’s power must not inevitably decrease the counterpart’s power, since both are sovereign and only defined by the degree of dependence (Lawler and Bacharach, 1987: 446-462). The valuation of the relationship to the counterpart compared to the valuation of the relationships to alternatives plays a crucial role when the perceived more powerful party decides to exploit the power. The following graphic shows the dependence of the relationship between the parties and power/influence of

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