chapter  1
14 Pages

The Dynamics of Negotiation

Power: At the core, every negotiation is a power struggle, no matter how small. It is one side's attempt at primacy over the other side's point of view or position. And, no one ever wants to feel powerless. Even police hostage negotiators know as a first tactic to create the illusion of power or control in the mind of the hostage-taker. Ifhe/she feels powerless, the situation could erupt. The same is true in even more calm surroundings.