Властта в преговорите
The power within negotiations

Summary/Abstract: Besides as a process of two-way mutually convincing communi­cation, the negotiations are viewed also as a process of taking a decision. This is a reason to look for and prove the presence of power within the integrative and distri­butional type negotiations. For this purpose knowledge from the sphere of management is transferred to the sphere of negotiations. By means of logics, the existence and use of the seven known forms of power in the sphere of negotiations are proved: lawful, rewarding, com­pelling, expert, referring, influence by convincing and influence by participation.

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