I recently Leverage: How to Get It & How to Keep It in Any Negotiation by Roger Volkema. This was a very informative book and an pleasurable read. The following are among the insights found in Leverage:
- Social leverage is determined as follows - The more it costs Party B not to have an agreement with Party A, the more leverage Party A has.
- The following are ways to decrease the other party's leverage. Feigning disinterest in a counterpart's product or service; identifying product/service deficiencies; and, expanding the purpose of your endeavor. By expanding the original purpose of your endeavor, you open up a new set of options and reduce the strength of your desire. And by reducing the strength of your desire, you decrease the other party's leverage.
- In trying to determine if your counterparty is feigning disinterest or alternatives, research on lying and deception suggests that, in general, such individuals tend to speak more slowly, include more pauses in their speech, and stutter more. They may speak in a voice that is slightly higher pitched. Their impressions often appear to be rigid, planned and rehearsed, resulting in less body movement.
- A successful negotiation is one where you get what you want, and the other party feels good enough about the encounter that he wants to negotiate with you in the future.