Leverage (negotiation)
From Wikipedia, the free encyclopedia
In negotiation, leverage is a measure of which side, at any given moment, has the most to lose from a failure to agree.
Types of leverage include positive leverage, negative leverage, and normative leverage.
[edit] Normative Leverage
Normative leverage is the application of the other party's standards and norms to advance one's own arguments.
[edit] External links
- Improving Negotiation Skills: Rules for Master Negotiators – Techniques for applying leverage in a negotiation
- Ari Gold: Super Agent – Examples of leverage in the television series Entourage
- Bargaining for Advantage : Negotiation Strategies for Reasonable People – Includes a chapter with definitions and examples of leverage
