Leverage:
How to Get it and How to Keep it in
any negotiation
Author: Roger Volkema
Leverage, the advantage one holds,
is the most important tool in a
negotiation.
Roger Volkema does an excellent job of breaking down the skill in
this.
Leverage — the real or imagined
advantage one holds — is the most
important tool in a negotiation.
Anyone who wants to consistently win
at the negotiating table needs to
master the art of gaining and
maintaining leverage. This book
helps readers maximize their
negotiation skills by showing them
how to recognize and use these often
hidden trump cards.
The author does an especially fine job in two areas:
useful examples and methodical
explanation of your options. He
classifies common power plays into
types that you can identify,
practice and counter. He provides
examples of each type drawn from
real experience and the popular
media. The result is easy to read,
understand and apply.
This is an interactive workbook, written in an engaging,
down-to-earth style and packed with
self-assessments and sample
negotiations. The book offers
strategic guidance on:
* international negotiations
* multiparty negotiations
* negotiations via e-mail
* women and leverage
* leverage and ethics
* decreasing the amount of leverage held by the other party
* managing emotions and using them to one’s advantage
* and much more.
The methodology and principles outlined can easily be applied to
any situation. “Leverage” is filled
with insightful advice and
suggestions designed to increase
mastery of this indispensable
component of all negotiations. It is
a one-of-a-kind book that shows
readers how to gain the upper hand
in any negotiation.
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