NEGOTIATORS ARE MORE POWERFUL WHEN:
They have the information they need; they are wellprepared.
They have the full endorsement of their organization or constituency.
They do not need to complete a deal under some deadline.
They have the power of the organization’s rules, policies,
and procedures to back them.
They have good options of completing the agreement.
They have strong reputations for being persuasive,tenacious, and having personal integrity.