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.