TY  - BOOK
AU  - Volkema,Roger J.
ED  - ebrary, Inc.
TI  - Leverage: how to get it and how to keep it in any negotiation 
AV  - HD58.6 .V648 2006eb
U1  - 658.4/052 22
PY  - 2006///
CY  - New York
PB  - AMACOM
KW  - Negotiation in business
KW  - Electronic books
KW  - local
N1  - Includes bibliographical references (p. 197) and index; Introduction -- Negotiation and leverage -- Four characteristics of leverage -- The four states of leverage -- The sources of leverage -- Indicators of leverage -- Checking your progress : identifying leverage -- Managing leverage -- Increasing your leverage -- Decreasing the other party's leverage -- Checking your progress : altering leverage -- The dance of leverage -- Reality test -- Playing defense -- The climate of negotiation -- Selecting an approach -- The art of communication -- Another reality challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in cyberspace -- Multiparty negotiations -- International negotiations -- Surrendering leverage -- Final thoughts; Electronic reproduction; Palo Alto, Calif.; ebrary; 2013; Available via World Wide Web; Access may be limited to ebrary affiliated libraries
UR  - http://site.ebrary.com/lib/welingkar/Doc?id=10120164
ER  -