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

• Author: ProQuest (Firm); Volkema, Roger J.
• TeilnehmendeR: ProQuest (Firm)
• Year of Publication: 2006
• Language: English
• Physical Description: x, 214 p. :; ill.

Table of 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.