Volkema, Roger J. <br/><br/>
Leverage  how to get it and how to keep it in any negotiation /  [electronic resource] : 
Roger Volkema. 
 - New York :  American Management Association,  c2006. 
 - x, 214 p. :  ill. ;  23 cm. 
<br/><br/>Includes bibliographical references (p. 197) and index. 
<br/><br/>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. 
<br/><br/><br/>Electronic reproduction. <br/>Palo Alto, Calif. : <br/>ebrary, <br/>2009. <br/>Available via World Wide Web. <br/>Access may be limited to ebrary affiliated libraries. 
<br/><br/><label>ISBN: </label>
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<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.
<br/><br/><label>Index Terms--Genre/Form: </label><br/>Electronic books.
<br/><br/><label>LC Class. No.: </label>HD58.6  / .V648 2006eb 
<br/><br/><label>Dewey Class. No.: </label>658.4/052