582 229 27MB
English Pages [225] Year 2006
LE)
a ERAGE How to Get It and How to Keep It in Any Negotiation
ROGER VOLKEMA
AMACOM American Management Association N e w York
« A t l a n t a * Brussels ¢ C h i c a g o * M e x i c o C i t y »
San Francisco
* Shanghai + Tokyo
* Toronto
» Washington,
D.C.
Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel.: 212-903-8310. Fax: 212-903-8083. Web site: www.amacombooks.org is designed
This publication
to provide
accurate
and authoritative
information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.
Library of Congress Cataloging-in-Publication Volkema,
Data
Roger J.
Leverage : bow to get it and bow to keep it in any negotiation Roger Volkema.
p. cm. Includes bibliographical
references and index.
ISBN 0-8144-7326-1
1. Negotiation
in business. I. Title.
HD58.6.V648 2006 658. 4°052—dc22
2005023210
© 2006 Roger Volkema. All rights reserved. Printed in the United States of America.
This publication stored
may not be reproduced,
in a retrieval
system,
or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing
10
9
number
8
7 6
5
4 3
2
1
/
CONTENTS
Acknowledgements introduction
NN
F o u r C h a r a c t e r i s t i c s o f Leverage
Ww
The Four States of Leverage
ha
T h e S o u r c e s o f Leverage
OO
I n d i c a t o r s o f Leverage
OH
C h e c k i n g Your Progress: I d e n t i f y i n g Leverage
=~
M a n a g i n g Leverage
OO
I n c r e a s i n g Your Leverage
@w
Negotiation and Leverage
D e c r e a s i n g t h e O t h e r P a r t y ' s Leverage
=
C h e c k i n g Your Progress: A l t e r i n g Leverage
Playing Defense
The Climate of Negotiation
a
I
WN
a
R e a l i t y Test
a
EE
T h e D a n c e o f Leverage
Vii
Contenty:
vi
15
Selecting an Approach
115
16
The Art of Communication
121
17
Another Reality Challenge
131
18
Leverage, U n c e r t a i n t y , a n d Risk
137
19
Leverage a n d E t h i c s
143
20
Managing Emotions
151
21
Negotiating in Cyberspace
157
22
Multiparty Negotiations
161
23
International Negotiations
177
24
Surrendering Leverage
191
25
Final Thoughts
195
Resources
197
Appendix A—Mafia (An Intriguing and Useful Parlor Game)
199
Appendix B—Three-Party Negotiation
203
Index
209
ACKNOWLEDGMENTS
This book is the result of contributions made by many individuals over the years—friends, colleagues, research assistants, and students. Many have contributed in ways in which they will never be aware, but to them I will always be grateful. Most specifically, I would like to thank Bob Wilson,
Harry
Webne-Behrman,
Patti Sinclair, Alison Torrillo Rivers, Joanne
Miller,
Tom
Sinclair,
Fred Niederman,
French, Rob Jolles, Peter Trzyna, Cheryl
E d Marod,
and Brad Lyman
ing of all or parts of earlier manuscripts.
for their careful
read-
Their comments and sugges-
tions led to countless improvements. A special once again serving as my mentor in negotiating
thanks to Rob Jolles for o f this the publication
book. Thanks also to Ellen Kadin, my editor at AMACOM, who saw value in the concept of social leverage. Over the past few years, Mangal Kumar, Kimberly Kuchman, and Joanne Miller served as my research assistants, gathering anecdotes, summarizing research, and collecting data. And finally, to all the students with whom I have shared these and other ideas, models, questionnaires, and exercises, for their good humor and observations.
— vii -