In this chapter, the author focus on power in negotiation. Power mean the capabilities negotiators can assemble to give themselves and advantage or increase the probability of achieving their objectives. The chapter being by defining the nature of power and dicussing some of the dynamics of its use in negotiation. Then the power of sources that give negotiators capacity to exert influence. The many sources of power that exist, will consider three major ones here; information and expertise, control over resources, and one's position in an organization or network. Power is implicated in the use of many of the competitive and collaborative negotiation tactics described earlier, such as hinting ot the other party that you have good alternatives (a strong BATNA) in order to increase your leverage.
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