Back to Index
download printable version (MS Word .doc)
Further layered into the tutorial design are multiple scenarios designed as reader development exercises, self-tests and illustrative examples that should ensure that readers can both defend against and mitigate the effects of leverage when applied to their positions in negotiation and can identify, employ and manage their own leverage opportunities.
What is the difference between active, blind, potential and unknown leverage states, for example? What does it mean when one party does most of the talking in a negotiation? How can you increase your leverage or decrease the leverage of the other party? What are some specific tactics that may be employed in changing perceived leverage? What are the risks of using them?
The answers to these sorts of questions are much of the substance of this book. It is a solid tutorial on an important and often decisive key element of all negotiations. The book has a helpful index and several appendices offering the reader additional ways to further test his understanding of leverage through role play and game opportunities.
This is a book of interest to all negotiators.
As a service to our readers, you may order this month’s Reader’s Review selection by clicking on the appropriate icon below:
|Leverage: How to Get It and How to Keep It in Any Negotiation [Amazon.com]|
|Leverage: How to Get It and How to Keep It in Any Negotiation [Amazon.co.uk]|
|Leverage: How to Get It and How to Keep It in Any Negotiation [Amazon.ca]|
Back to Index
Copyright © 2006, The Negotiator Magazine