{"id":23263,"date":"2021-01-06T09:05:15","date_gmt":"2021-01-06T13:05:15","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=23263"},"modified":"2021-01-17T14:11:07","modified_gmt":"2021-01-17T18:11:07","slug":"negotiation-leverage","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/negotiation-leverage\/","title":{"rendered":"Negotiation Leverage: 3 Types to Hit the Right Buttons"},"content":{"rendered":"\n<p>What is leverage in the context of negotiation? What types of negotiation leverage are there? <\/p>\n\n\n\n<p><strong>Leverage is the power to inflict loss or withhold gain<\/strong>. There are three types of negotiation leverage: positive, negative, and normative leverage.<\/p>\n\n\n\n<p>Keep reading for more about the three types of negotiation leverage and how to use them to your advantage.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\">What Is Negotiation Leverage?<\/h2>\n\n\n\n<p>In negotiation, leverage is the power that one opponent has to influence the other to move closer to their desired negotiation outcome. A party&#8217;s leverage is based on their ability to withhold gains or inflict losses on the other side. There are three types of negotiation leverage: positive, negative, and normative leverage.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Positive Leverage<\/strong><\/h3>\n\n\n\n<p><strong>Positive leverage is the power to give someone something they want.<\/strong> This is when they want something you have. To exercise positive leverage in negotiation, give your counterpart what <em>they <\/em>want by making them give you something that <em>you <\/em>want.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Negative Leverage<\/strong><\/h3>\n\n\n\n<p><strong>Negative leverage is the power to inflict harm or take away something that someone else values. <\/strong>It\u2019s inherently based on threats and triggering your counterpart\u2019s sense of loss aversion.<\/p>\n\n\n\n<p>You need to figure out what, in their eyes, would constitute a \u201closs.\u201d This is <em>not <\/em>always monetary or tangible. It can be a loss of status, prestige, ego, or reputation.<\/p>\n\n\n\n<p>Use subtle <a href=\"https:\/\/www.shortform.com\/blog\/negative-labels\/\">labeling<\/a> to allude to their fear of loss. For example, if you discover that your counterpart greatly values their reputation as an honest dealer, you would label their behavior by saying, <strong>\u201cIt doesn\u2019t seem like you care about being seen as straightforward.\u201d<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Normative Negotiation Leverage<\/strong><\/h3>\n\n\n\n<p><strong>Normative leverage is when you use someone\u2019s own norms and standards against them<\/strong>. You do this by pointing out the gap between their behavior and their professed principles. Something like, \u201cYou say that you value transparency and openness, but it seems like you\u2019re being evasive and indirect with your answers to my questions,\u201d can be a powerful indictment that forces your counterpart to rethink their behavior. <strong>No one likes to feel like a hypocrite.<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Strategic Umbrage<\/h3>\n\n\n\n<p>You can also use emotions as your leverage. This doesn&#8217;t mean intimidating your partner into making big concessions and promising more that they can deliver.<\/p>\n\n\n\n<p>Instead, use strategic umbrage. This means being genuinely angry (not faking it), but in control of your emotions. If you get an unworkable offer, saying \u201cI don\u2019t see how that could ever work\u201d in a displeased, but measured tone is a good way to leverage a little bit of anger to your advantage. <strong>You\u2019re angry at the <\/strong><strong><em>offer<\/em><\/strong><strong>, not the <\/strong><strong><em>person<\/em><\/strong><strong>.<\/strong><\/p>\n\n\n\n<p>&nbsp;\u201cI\u201d statements are also effective. They put the other side\u2019s focus on <em>you<\/em> as a person, which triggers their empathy. \u201cI\u2019m sorry, but that doesn\u2019t work for me,\u201d is a great way to hit the pause button on a bad dynamic.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>What is leverage in the context of negotiation? What types of negotiation leverage are there? Leverage is the power to inflict loss or withhold gain. There are three types of negotiation leverage: positive, negative, and normative leverage. Keep reading for more about the three types of negotiation leverage and how to use them to your advantage.<\/p>\n","protected":false},"author":7,"featured_media":9817,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[45,34],"tags":[185],"class_list":["post-23263","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-communication","tag-never-split-the-difference","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Negotiation Leverage: 3 Types to Hit the Right Buttons - Shortform Books<\/title>\n<meta name=\"description\" content=\"Leverage is the power to inflict loss or withhold gain. 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