Power and negotiation

About this book

"Power and Negotiation produces new findings about the concept of power and about its applications in negotiation. Rejecting the notions of power as a resource and power as an ability, the work defines power as an act that is designed to cause another party to move in a desired direction, thus separating the concept both from its source and from its effects and leaving it open to much more detailed analysis. At the same time, this book examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified." "Power and Negotiation will appeal to students of negotiation strategy and international relations."--Jacket.