Negotiation 6. Finding and Using Negotiation Leverage

Chapter 6
Finding and Using Negotiation Leverage

In this chapter, we focus on leverage in negotiation. By leverage negotiators ca use to give them an advantage or increase the probability achieving their objectives. All negotiators want leverage they want to know what they can do to put pressure on the other party, to persue the other to see it their way, get other to give them what they want,
Leverage is often used synonymously with power. Most negotiators believe that power is important in negotiation, because it gives one negotiator an advatage over the other party. Negotiators who have this advantage usually want to use it to secure greater share of the outcomes or achieve their preferred solution,
This chapter defines power in various perspectives and one of them is to have an ability to bring about outcomes they desire or the ability to get things done the way them to be done. Further, we know that power is based on various factors information and expertise, control over resources, One’s positions.
We then turned to examine a very large number of influence (leverage) tools that one could use in negotiation. These tools were considered in two broad categories: influence that occurs through the central route to persuasion, and influence that occurs through the peripheral route to persuasion
In the last major section of the chapter, we considered how the receiver the target of influence either can shape and direct what the sender is communicating or can intellectually resist the persuasive effects of the message. Effective negotiations are skilled not only at crafting persuasive messages but also at playing the role of skilled “consumers” of the messages that others direct their way.