Leverage: How to Get It and How to Keep It in Any Negotiation (Paperback)

by Roger J. Volkema (Author) "Negotiation is a social process that is central to our everyday existence..." (more)
Key Phrases: identifying product deficiencies, managing leverage, printing company owner, United States, Behavioral Tacit, Verbal Tacit (more...)

Editorial Reviews

Review
"Roger Volkema does an excellent job of breaking down the skill[leverage]in this interactive workbook." -- Associations Now

Product Description
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 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 "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.

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Product Details

• Paperback: 224 pages
• Publisher: AMACOM (March 10, 2006)
• Language: English
• ISBN-10: 0814473261
• ISBN-13: 978-0814473269
• Product Dimensions: 8.9 x 6 x 0.8 inches
• Shipping Weight: 12 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars See all reviews (2 customer reviews)
• Amazon.com Sales Rank: #1,035,868 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars Gain power and advantage in any situation, March 23, 2007

By	ruffh2o "ruffh2o" (CA United States) - See all my reviews

Roger Volkema's book about leverage provides an excellent overview of the many types of leverage involved in the bargaining process, with exercises and examples to illustrate the concepts and teach the reader how to master the art of negotiation.

Of the many exercises and self-assessments that are included in the book, some are very elaborate, requiring substantial role-playing with one or more partners.

The methodology and principles outlined in this book can easily be applied to any situation. By providing the reader with a broad scope of information regarding leverage and negotiation techniques, and exercises with which to develop proficiency in managing power and advantage, this book is a superb and insightful resource for professionals at all skill levels.

1 of 1 people found the following review helpful:

4.0 out of 5 stars Strategic lesson: how to start with leverage and move anything, November 6, 2006

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

Leverage is a useful way of thinking about how to gain the advantage in a negotiation, but the concept is essentially a crystallization of what good negotiators have been doing for centuries. 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. The book would have been even stronger if he had added more that was new, if he had grappled more directly with situations where the parties lack leverage and if he had gone further on such matters as ethical negotiation. Yet, as noted, we praise his examples and strategies, and recommend this book to people who want to improve their negotiating skills.