Leverage : how to get it and how to keep it in any negotiation /

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The most important aspect of any negotiation is the real or imagined advantage one holds in a given situation. The concept of "leverage" can refer to time, money, reputation, or any other factor deemed important by one of the two parties - but whatever it refers to, the ability to recognis...

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Détails bibliographiques
Cote:Libro Electrónico
Auteur principal: Volkema, Roger J.
Format: Électronique eBook
Langue:Inglés
Publié: New York : AMACOM, ©2006.
Sujets:
Negotiation in business.
Négociations (Affaires)
BUSINESS & ECONOMICS > Negotiating.
Accès en ligne:Texto completo
Table des matières:
  • Introduction
  • Negotiation and leverage
  • Four characteristics of leverage
  • The four states of leverage
  • The sources of leverage
  • Indicators of leverage
  • Checking your progress : identifying leverage
  • Managing leverage
  • Increasing your leverage
  • Decreasing the other party's leverage
  • Checking your progress : altering leverage
  • The dance of leverage
  • Reality test
  • Playing defense
  • The climate of negotiation
  • Selecting an approach
  • The art of communication
  • Another reality challenge
  • Leverage, uncertainty, and risk
  • Leverage and ethics
  • Managing emotions
  • Negotiating in cyberspace
  • Multiparty negotiations
  • International negotiations
  • Surrendering leverage
  • Final thoughts.

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