Lack of Leverage

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“We need to ruin their lead negotiator’s leverage to weaken his abilities to negotiate effectively.” These were the words uttered during the planning stage of a pending negotiation.
When planning your negotiation, do you consider how the lack of leverage can ruin a negotiator’s abilities? It can be the difference between a fair outcome and one that is substantially better.
Leverage Constriction:
The use of leverage can constrict the execution of a negotiator’s plans. Therefore, be watchful of when its usage might be used against you and how/when you will employ it. Since its implementation will alter the flow of the discussion, you should figure out the timing of its usage to maximize the benefits derived from it. Bear in mind that all forms of leverage don’t bear the same weight. Thus, always analyze the different forms of leverage you’ll use, and determine which ones will be most impactful when building them.
Timing of Leverage Implementation:
There are lots of events in a negotiation when you should consider using leverage.
Ponder using it when you do not wish to go over points which will radically alter your negotiation program.
Use it on defense to inject a stage as a challenge to the opposing negotiator from implementing his.
Consider how you can inject leverage as a surprise to observe the other negotiator’s reaction. That response may uncover hidden elements that you ought to discuss that your discussion counterpart would rather keep undisclosed.
Combating Leverage Usage:
Park it – When thinking about leverage efforts used against you, consider if you should address the premise that’s raised. In some cases, it may behoove you to say,”let’s put that aside for now.” Therefore, it is a way to deflate its own charges.
As soon as the other negotiator tries to wiggle free of your leverage usage, you may use your first effort to pin him to a position. As an example, if you ask if he want to accept offer one or two, understanding both are bad, and he said no to either, then you could make another offer that was better or worse than the first one; your supply per worse or better would be dependent on what you were attempting to achieve by your offers. He could reject your third offer but then you could feign exasperation and say that you are really attempting to be amenable; the implication being, his position is untenable.
Critter Control:
I attempt to be transparent when negotiating. That means, while I attempt not to mislead, I don’t disclose every part of my negotiation position.
During your discussions, realize that some negotiators will be as transparent as seeing through a stain-free glass. In certain situations, your opponent will outright lie. Be prepared to refute his lies with bona fide rebuts that are greater than his. Using that kind of leverage will enhance your position and reduce his if he is willing to accept your pronouncements. That will cause him to think twice about pursuing this line of deceit moving ahead.
In your future discussions, consider how you’ll use Critter Control to enhance your efforts. The better you become at identifying when, how, and in what points you will employ its use, the better your negotiation results will be… and everything will be right with the world.
Remember, you’re always negotiating!

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