4.6.5 Negotiation
Where some persons in a group clearly lose out following a change, and where a group has considerable power to resist, negotiation and agreement are helpful. Negotiation as a tactic may be necessary when resistance comes from a powerful source. Its costs are high. Additionally, there is the risk that once a change agent negotiates with one party to avoid resistance, he is open to the possibility of being blackmailed by other individuals in positions of power.
Though in some instances negotiation may be the relatively easy way to gain acceptance, it is possible that this could be an expensive way of effecting changes. Also, if the use of this strategy becomes public knowledge, others might also want to try to negotiate before ...
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