Posted on December 26, 2018 by adminLack of Leverage Can Destroy Negotiator’s “We need to destroy their lead negotiator’s leverage to weaken his skills to negotiate effectively.” These were the words uttered during the preparation stage of a pending negotiation. When planning your negotiation, do you consider how the absence of leverage can destroy a negotiator’s abilities? Leverage adds weight to a negotiator’s efforts. It can be the difference between a mediocre outcome and one that is substantially better. Leverage Constriction: The use of leverage can constrict the implementation of a negotiator’s plans. Therefore, be watchful of when its usage may be employed against you and how/when you will employ it. Since its implementation will alter the flow of the negotiation, 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 kinds of leverage you will use, and determine which ones will be most impactful when building them. Length of Leverage Implementation: There are several occasions in a negotiation when you should consider using leverage. Ponder with it when you do not wish to discuss points which will drastically alter your negotiation program. Use it on defense to inject a point as a challenge to the opposing negotiator from implementing his. Consider ways to inject leverage as a surprise to observe the other negotiator’s reaction. That reaction may uncover hidden elements which you ought to discuss your negotiation counterpart would rather keep undisclosed. Park it – When considering leverage efforts used against you, consider if you should tackle the premise that’s raised. In some cases, it may behoove you to say,”let us put that aside for now.” Therefore, it is a way to deflate its own charges. When the other negotiator tries to wiggle free of your leverage use, you can use your first effort to pin him into a position. As an example, if you ask if he want to accept offer one or two, understanding both are poor, and he said no to either, then you could make another offer that was better or worse than the first one; your offer per worse or better would be determined by what you were attempting to achieve by your own offers. He could reject your third offer but you could feign exasperation and state that you’re actually attempting to be amenable; the implication being, his position is untenable. Refute It: I attempt to be transparent when negotiating. That means, while I try not to mislead, I don’t disclose every part of my negotiation position. During your negotiations, realize that some negotiators will be as transparent as seeing through a stain-free glass. That will be the exception, not the rule. In some situations, your opponent will outright lie. Be prepared to refute his lies with bona fide rebuts that are greater than his. Using that form of leverage will enhance your position and reduce his if he’s willing to accept your pronouncements. That will cause him to think twice about pursuing that line of deceit moving forward. In your future negotiations, consider how you are going to use leverage to improve your efforts. The better you become at identifying when, how, and at what points you’ll employ its use, the greater your negotiation outcomes will be… and what will be right with the world. Remember, you are always negotiating!