MGMT 412 - #4: If only relative bargaining power matters, how might this influence the behavior of negotiators with perceived weaker positions?

Question

If only relative bargaining power matters, how might this influence the behavior of negotiators with perceived weaker positions?

luca oliviero · Accepted Answer

Weaker negotiators might focus on altering perceptions of their strength or leverage external factors to shift power dynamics.

If only relative bargaining power matters, how might this influence the behavior of negotiators with perceived weaker positions?