What is power in negotiating? Is it finesse? Is a real? Is it perceived? It could be all these things and more. Power in negotiating is defined by the book pass "the ability to bring about outcomes they desire" or "the ability to get things done the way one wants to be to to". The use of finesse in negotiations can be described as using your social skills to facilitate the negotiation process to get the results you desire. There are a variety of skills that fall into this category. You could use friendliness to develop a relationship with the party or parties your negotiating with. This would build trust and a relationship of