Power in negotiation: In negotiation you can apply 'power over' or 'power with'. Which statement is true?

• A. Power over is always the better approach.
• B. Power with improves the opportunity for a mutually satisfied outcome for all negotiators involved.
• C. Power over is the only ethical approach.
• D. Power with requires no relationship.

Answer: (B)

Power with focuses on shared influence and collaboration rather than trying to control the other party. When you work with the other person—listening, uncovering underlying interests, and aligning goals—you surface more options and create solutions that meet what both sides truly want. This collaborative approach builds trust, preserves the relationship, and makes it more likely that the final agreement feels fair to everyone, which is a big reason it often leads to a mutually satisfying outcome for all involved.

Power over, by contrast, relies on exerting control or coercion and can shut down options, create resistance, and damage trust. It isn’t always ethical or effective in the long run, and power with depends on having a real relationship built on communication and mutual respect.