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

Format:

Book

Author/Creator:

Volkema, Roger J.

Language:

English

Subjects (All):

Negotiation in business.

Physical Description:

x, 214 p. : ill.

Edition:

1st ed.

Place of Publication:

New York : AMACOM, c2006.

Language Note:

English

Summary:

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 recognise and use this often-hidden trump card is what makes a master negotiator. "Leverage" is an interactive, practical book that shows readers how to improve their negotiation skills and use leverage to get whatever they want out of any situation.

Contents:

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.

Notes:

Title from title screen.

Includes bibliographical references (p. 197) and index.

Digitized and made available by: Books24x7.com.

ISBN:

1-281-12824-4

9786611128241

0-8144-2696-4

OCLC:

70261721