ABSTRACT
To effectively pull together resources and lead people of differing need levels and perspectives, effective management personnel need to possess or understand the tenets of power negotiation. View negotiation as the art of interacting with differing need levels and interests of individuals who, for the most part, have similar end goals, merely differing views on how to obtain those results. There are multiple need levels that all parties involved in a negotiation are seeking to have addressed and met. These need levels can be broken down into two categories and an effective negotiator attempts to identify these two need levels before entering into a negotiation process with another party. In preparing negotiation and positioning ourselves for maximum interaction and leadership, consider the entire negotiation process in three basic modules: Before, During, and After.
