- Paperback: 214 pages
- Publisher: AMACOM; 1 edition (Feb 7 2006)
- Language: English
- ISBN-10: 0814473261
- ISBN-13: 978-0814473269
- Product Dimensions: 22.6 x 15.2 x 2 cm
- Shipping Weight: 340 g
- Amazon Bestsellers Rank: #1,602,400 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Details |
Product Description
Product Description
The secret to winning any negotiation is leverage-the real or imagined advantage one holds. Packed with self-assessments and sample negotiations, Leverage offers strategic guidance, insightful advice and suggestions designed to increase mastery of this indispensable component of all negotiations. This one-of-a-kind book shows readers how to gain the upper hand in any negotiation.
About the Author
Roger Volkema (Washington, D.C.) is a professor of management at the Kogod School of Business at American University, and a private consultant to business and government. He is the author of The Negotiation Toolkit.
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
3.7 out of 5 stars (3 customer reviews)
2 of 2 people found the following review helpful
4.0 out of 5 stars
Strategic lesson: how to start with leverage and move anything, Nov 6 2006
By Rolf Dobelli "getAbstract" - Published on Amazon.com
This review is from: Leverage: How to Get It and Keep It in Any Negotiation (Paperback)
Leverage is a useful way of thinking about how to gain the advantage in a negotiation, but the concept is essentially a crystallization of what good negotiators have been doing for centuries. Author Roger Volkema does an especially fine job in two areas: useful examples and methodical explanation of your options. He classifies common power plays into types that you can identify, practice and counter. He provides examples of each type drawn from real experience and the popular media. The result is easy to read, understand and apply. The book would have been even stronger if he had added more that was new, if he had grappled more directly with situations where the parties lack leverage and if he had gone further on such matters as ethical negotiation. Yet, as noted, we praise his examples and strategies, and recommend this book to people who want to improve their negotiating skills.
2.0 out of 5 stars
More of a primer on the identification of leverage, than anything else., Mar 27 2011
By eCognition - Published on Amazon.com
Amazon Verified Purchase(What's this?)
This review is from: Leverage: How to Get It and Keep It in Any Negotiation (Paperback)
The book is full of examples and definitions for the various aspects of negotiating, but not enough techniques that can be used during the process of negotiations. The book reads like a undergrad text for a business selling class, but what I was looking for was something that delved into the psychology behind negotiations and the use of leverage in overcoming objections the individual on the other side of the bargaining table might have. The examples were way to simple and relied heavily on tv shows. The possible solutions to the "who's got the leverage now?" questions in the book were a matter of common sense. I'm new to this process, but never had to think more than a few seconds when deciding who was holding the leverage in that situation. There was no "meat" in this book.I have a habit of reading several books at a time and just so happen to be reading a book that did cover what this particular book missed. It's "Getting to yes" and it's been printed for some time; however, the information is timeless and even though I'm only halfway through the book, I've highlighted the heck out of it. In that book, the psychology is dealt with thoroughly and you'll find yourself nodding consistently as the biases and the emotions that result from those biases ring true in everyday life, as well as in deep inside the negotiating process.
In addition, as a previous commenter noted, "Leverage" defines the ethics of the bargaining process, but then stops short of explaining how one might overcome the ethics one finds offensive. "Getting to yes" covers the ethical side of negotiations quite well and explains how two well-meaning people can define ethics differently and still reach an amicable agreement by removing the person from the problem (the particular point of negotiation being objected to). There just weren't enough "aha" moments in leverage, so I can't really recommend it for someone dealing in the negotiating process on a daily basis.
In short, "Leverage" will give you the tools for managing leverage, but it won't really show you how to use them. There are other books that can cover this topic better, such as the one I mentioned in this review. I wish you the best in your future negotiations.
1 of 2 people found the following review helpful
5.0 out of 5 stars
Gain power and advantage in any situation, Mar 23 2007
By ruffh2o "ruffh2o" - Published on Amazon.com
This review is from: Leverage: How to Get It and Keep It in Any Negotiation (Paperback)
Roger Volkema's book about leverage provides an excellent overview of the many types of leverage involved in the bargaining process, with exercises and examples to illustrate the concepts and teach the reader how to master the art of negotiation.Of the many exercises and self-assessments that are included in the book, some are very elaborate, requiring substantial role-playing with one or more partners.
The methodology and principles outlined in this book can easily be applied to any situation. By providing the reader with a broad scope of information regarding leverage and negotiation techniques, and exercises with which to develop proficiency in managing power and advantage, this book is a superb and insightful resource for professionals at all skill levels.
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