The negotiator believes he or she currently has less power than the other party. In this situation, a negotiator believes the other party already has some advantage that can and will be used, so he or she seeks power to offset or counterbalance that advantage.
The negotiator believes he or she needs more power than the other party to increase the probability of securing a desired outcome. In this context, the negotiator believes that added power is necessary to gain or sustain an advantage in the upcoming negotiation.
Seeking power in negotiation usually arises from one of two perceptions (ethical behavior and preferences for conflict resolution).