Leverage: How to Get It and How to Keep It in Any Negotiation

Leverage: How to Get It and How to Keep It in Any Negotiation

Leverage: How to Get It and How to Keep It in Any Negotiation

Leverage: How to Get It and How to Keep It in Any Negotiation

Excerpt

It is one of the hottest days of the year, and something is wrong with your refrigerator. The ice that had formed in the freezer section is melting. The temperature seems too warm. You contact a repairman, who promises to come that afternoon. You ask about the likely cost. He says it could be around $80. In the meantime, you keep both the refrigerator and freezer doors closed. The repairman arrives, late in the afternoon. He believes the problem is with your freezer. He takes out all the frozen foods, unscrews panels, cuts wires. There is the problem: A coil had gone bad. It will cost you $230.

Sound familiar? You are now at the mercy of the repairman. You know little to nothing about freezer coils, would have no idea where to get one, and all of your frozen foods are spread around the floor taking on room temperature. You have no choice and agree to pay the price.

This story has been repeated dozens of times in your life. If it wasn't the refrigerator repairman, it was the auto mechanic, the property tax assessor, or your employer. It was the owner of the home you wanted to buy, in a [sellers' market,] or the sole supplier who wanted to double her prices. In each case, you felt at a disadvantage. You felt that you had little choice but to accede to the other party's demands. They had leverage.

The purpose of this book is to help you understand what leverage is, how you can increase your own leverage or decrease the leverage of . . .

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