Leverage – how to get it and how to keep it in any negotiation

by Roger J. Volkema

From the reviews

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. Author Roger Volkema 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.