POWER TO INFLUENCE

There are four things that increase influence of a party in negotiation.

1) Promise of reward: You can provide something other side wants, so they have to listen.

2) Threat of Punishment: The apparent intention not to provide something the other side wants.

3) Legitimacy: Factual evidence, something clearly weighing in the argument.

4) Bogeys: Something fielded specifically to give you an upper edge.