Leverage
Subtitle: how to get it and how to keep it in any negotiation
By: Roger Volkema.
Publisher: AMACOM
Published: 2006
Place of publication: New York, N.Y
Language: eng
Number of pages: 214
Subjects: Negotiation in business.
Notes: Includes bibliographical references and index.
Table of contents: title: Introduction; title: What is 'leverage'?; title: Characteristics of leverage; title: Four states of leverage; title: The source of leverage; title: Indicators of leverage; title: Checking your progress : identifying leverage; title: Managing leverage; title: Increasing your leverage; title: Decreasing the other party's leverage; title: Checking your progress : altering leverage; title: When Party A meets Party B; title: Reality test; title: Playing defense; title: The climate of negotiation; title: Selecting an approach; title: The art of communication; title: More reality; title: Women and leverage; title: Leverage, uncertainty, and risk; title: Leverage and ethics; title: Managing emotions; title: Negotiating in cyberspace; title: Multiparty negotiations; title: International negotiations; title: Surrendering leverage; title: Final thoughts.