According to the suggestions offered by Wall and Blum on improving the negotiation process, managers should focus underneath the surface of their opponent's bargaining and attempt to determine their strategy CHAPTER 12 influence Transaction in which person B is induced by person A to behave in a certain way. For EX: an ee works overtime at the boss's request, that employee has been influenced by the boss. power The capability to get someone to do something. legitimate power Capacity to influence derived from the position of a manager in the organizational hierarchy. authority The ability to influence others based on the perceived power of one's position and role within an organization