Power is Irrelevant in Negotiation, Only Influence is Relevant
Overview
Academic research examining the effectiveness of power versus influence in negotiation contexts, with analysis of international case studies.
Abstract
Analysis of structural power theory versus psychological influence approaches in negotiations, proposing that influence is more relevant than power in achieving successful outcomes.
Key Topics Covered
- Structural analysis theory critique
- Psychology of influence (Cialdini’s framework)
- International negotiation case studies
- Practical application frameworks
Published: May 2008
Context: Academic research during Masters degree
Pages: 13