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6 Types of Power
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Negotiation spider map of the negotiating powers.
Storyboard Text
Constructive
Obstructive
Walking
The capacity to provide something the other side wants.
The capacity to prevent the other side from getting something they want.
The capacity to leave the negotiation.
Normative
Negotiation Power
Collective
Personal
The capacity to sway the negotiation with arguments about fairness, equality, or other normative values.
The capacity to enhance or augment another type of power by reaching out to individuals or a group outside the negotiation.
The capacity to enhance another sort of power through personal qualities or capabilities.
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