How to Gain and Use Leverage in Every Negotiation: Applying It at the Right Time Is Key

Source: Greg Williams, PM Magazine, December 2016
(subscription required)

….Gaining leverage in a negotiation is one aspect that leads to winning a negotiation. The questions some negotiators ask are: How do I gain leverage in a negotiation? What’s the value of it? How do I use it once I have it? Here are ways to gain and use leverage in a negotiation….