Finding and Using Negotiation Leverage (Chapter 6 - Summary)
By leverage, we mean the process of gaining or using various sources of power in order to obtain and use temporary advantage over the other negotiating party. We began by exploring three sources of power: information and expertise, control over resources, and the location within an organizational structure (which leads to either formal authority or informal power based on where one is located relatively to flows of information or resources).
We then turned to examine a very large number of influence (leverage) tools that one could use in negotiation. These tools were considered in two broad categories: influence that occurs through the central route to persuasion, and influence that occurs through the peripheral route to persuasion.
In the last major section of the chapter, we considered how the receiver – the target of influence – either can shape and direct what the sender is communicating, or can intellectually resist the persuasive effects of the message. Effective negotiators are skilled not only at crafting persuasive messages, but also at playing the role of skilled “consumers” of the messages that others direct their way.
By leverage, we mean the process of gaining or using various sources of power in order to obtain and use temporary advantage over the other negotiating party. We began by exploring three sources of power: information and expertise, control over resources, and the location within an organizational structure (which leads to either formal authority or informal power based on where one is located relatively to flows of information or resources).
We then turned to examine a very large number of influence (leverage) tools that one could use in negotiation. These tools were considered in two broad categories: influence that occurs through the central route to persuasion, and influence that occurs through the peripheral route to persuasion.
In the last major section of the chapter, we considered how the receiver – the target of influence – either can shape and direct what the sender is communicating, or can intellectually resist the persuasive effects of the message. Effective negotiators are skilled not only at crafting persuasive messages, but also at playing the role of skilled “consumers” of the messages that others direct their way.
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