Describe the different types or sources of power a person can have in a negotiation.

Describe the different types or sources of power a person can have in a negotiation. Then consider the following statement: “Power is in the eye of the beholder.” Then explain how power that is only perceived by the negotiator can be effective when he or she lacks any kind of formal power.

There are some negotiators who will use “dirty tricks” during negotiations to attempt to gain an advantage over the other party. Describe what actions a negotiator can take to respond to the other party’s distributive tactics or “dirty tricks,” and assess their usefulness in improving the negotiation climate.