L’esatta visualizzazione del potere come strumento per la gestione dei negoziati asimmetrici
The exact visualization of power as a tool for managing asymmetric negotiations

Summary/Abstract: This paper has the purpose to offer an overview on the identification of the degrees of power between parties involved in a negotiation. The importance of such phenomenon will be considered under the light of those schools of negotiation which emphasize the analysis of a broader picture as a necessary ingredient for facilitating a correct approach to negotiating an agreement: this implies both the cases of a true unbalance of power, but also the cases in which the latter is merely perceived, due to a bias in the parties’ perception. What the paper aims to show is that dedicating time and energies to analyzing the sources of power during the strategic phase of a negotiation can increase the effectiveness and the level of persuasion that negotiators are able to activate during the operative phase.

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