The Prime Mover of Negotiation Four factors uncertainty, time, opportunity, and sanction are what we refer to as leverage. They are the elements that make the negotiation process work. Your task is to identify and invoke the appropriate mix of these four levers to alter the status quo in your favor. Of the four levers, uncertainty is clearly the most powerful. The potency of uncertainty is derived from a fundamental truth of human nature.
People fear the unknown.
This fear drives all bargaining relationships. The price they pay is measured in concessions and compromise. The prospect of premature death, disability, accident, hospitalization, surgery, robbery, burglary, fire, tornado, flood, and earthquake drives individuals to pay thousands of dollars in premiums every year. Think back over the past year. But just because last year was relatively uneventful does not guarantee the same for the uncertain year ahead.