Chester L. Karrass, The Negotiating Game, Thomas Y. Crownwell, 1970

FIGURE 3. POWER AND PERCEPTION MODEL

Power, notwithstanding its source, must be perceived if it is to exist. Two ingredients of perception are essential: the bargainer must know or think he has power while his opponent must believe that power exists and accepts its authority. Figure 3 represents a concept of power that incorporates three elements: sources, perception and negotiation autonomy.

To perceive power objectively, it is not enough to simply ask, "How much power do I have in relation to my opponent? The questions that should be ask fall into two categories: