Leverage [electronic resource] : how to get it and how to keep it in any negotiation / Roger Volkema.
Publication details: New York : AMACOM, c2006.Description: x, 214 p. : ill. ; 23 cmSubject(s): Genre/Form: DDC classification:- 658.4/052 22
- HD58.6 .V648 2006eb
Includes bibliographical references (p. 197) and index.
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.
Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.
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