Leverage: How to Get It And How to Keep It in Any Negotiation

by Roger J. Volkema

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. Written in an engaging, down-to-earth style and packed with self-assessments and sample negotiations, the book offers strategic guidance * 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 "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.

214 pages, Paperback

First published March 10, 2006

Reviews

[Claude Bordeleau · Rating 2 out of 5]

Simplistic and not really insightful. Maybe useful for people who are really new to negotiation. I’d recommend reading psychology and communication books instead. The writing style is entertaining and flows easily.

[Effendy Yahaya · Rating 3 out of 5]

It is a good book which helps buyer to perform analysis performance on its own on how well in conducting and practicing leverage point and to keep up the negotiation. However, some other point been put in brief that would require further expand on it in future, perhaps different book. Here it shows the technique and tactic to know from how to ensure leverage point is meet, gain from relationship, and managing your emotion. It guides you but practice makes perfect.

[Marc David · Rating 3 out of 5]

"Leverage", it exist in everyday life from minute simple human-to-human interaction to a global scale such as international treaties. Leverage is the key used in order to understand and be successful in the complexities that happen in a negotiation. Although this book can't possibly express all aspects that undergo in a negotiation, it still provides a valuable insight to whomever reads it.