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

By Roger Volkema | Go to book overview

8
INCREASING YOUR
LEVERAGE

Like it? Well, I don't see why I oughtn't
like it. Does a boy get a chance to whitewash
a fence every day?

TOM SAWYER

As suggested by the scoring of the questionnaire, there are two ways of managing leverage: You can increase your leverage, or you can decrease the other party's leverage. This chapter deals with the former; the next chapter addresses the latter.

Essentially, there are two ways of increasing your leverage—by affecting the other party's wants and needs, or by affecting the alternatives the other party perceives to be available.


The Other Party's Wants and Needs

There are several ways of addressing the other party's wants and needs. You can: Match your products or services to the other party's needs, alter the other party's conception of what he or she wants or needs, or take advantage of the other party's affiliation needs.

Match Your Product or Service to Counterpart's Wants and Needs. In an episode of the television show [Sex and the City,] Samantha discovers that she has breast cancer. Unhappy with the assessment and advice of her physician, she decides to get a second opinion. But not just from any doctor. This new doctor has been rated the top oncologist by New York Magazine for the past four years. Unfortunately, this doctor is booked solid for months. Undeterred, Samantha decides to camp out in the waiting room, hoping for a cancellation. She is not

-45-

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Leverage: How to Get It and How to Keep It in Any Negotiation
Table of contents

Table of contents

  • Title Page iii
  • Contents v
  • Acknowledgments vii
  • Introduction ix
  • 1: Negotiation and Leverage 1
  • 2: Four Characteristics of Leverage 7
  • 3: The Four States of Leverage 11
  • 4: The Sources of Leverage 15
  • 5: Indicators of Leverage 21
  • 6: Hecking Your Progress 33
  • 7: Managing Leverage 39
  • 8: Increasing Your Leverage 45
  • 9: Decreasing the Other Party's Leverage 55
  • 10: Checking Your Progress 67
  • 11: The Dance of Leverage 81
  • 12: Reality Test 87
  • 13: Playing Defense 93
  • 14: The Climate of Negotiation 109
  • 15: Selecting an Approach 115
  • 16: The Art of Communication 121
  • 17: Another Reality Challenge 131
  • 18: Leverage, Uncertainty, And Risk 137
  • 19: Leverage and Ethics 143
  • 20: Managing Emotions 151
  • 21: Negotiating in Cyberspace 157
  • 22: Multiparty Negotiations 161
  • 23: International Negotiations 177
  • 24: Surrendering Leverage 191
  • 25: Final Thoughts 195
  • Resources 197
  • A Ppendix A: M Afia (A N I Ntriguing and U Seful P Arlor G Ame) 199
  • Appendix B: Three-Party Negotiation 203
  • Index 209
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