Introvert Negotiators Can Control Others Using Forms of Leverage Anyone Can Freely Obtain: Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

By Zane Rozzi

Leverage is often the primary factor that moves negotiated outcomes in favor of one party at the expense of the other party. Leverage in negotiations is the power that one party has to influence - or control - the other party to the negotiation. Leverage is, therefore, incredibly important in determining the outcome of the negotiation.

If you think of a negotiation as dividing up a pie, leverage is, in fact, so powerful that someone with very poor negotiating skills, but who holds a lot of leverage, can often obtain the biggest piece of the pie - or even most of the pie - despite having very poor negotiating skills. Should a negotiator have both excellent negotiating skills and substantial leverage, that negotiator will easily dominate the negotiation.

Which party has the stronger influence or control over the other party can shift throughout the negotiation. Leverage is also not consistent with respect to all issues of the negotiation. You could have a lot of leverage in one area of the negotiation, but very little leverage in other areas of the negotiation. You might also have a lot of leverage over some specific individual members of the other team, but hardly any leverage over other specific individual members of the other team. You must, therefore, strategically apply your leverage in the way that maximizes your control of the negotiation.

Throughout this book, we'll discuss many ways you can both increase your leverage and decrease the other party's leverage. There are many different sources of leverage that can be easily gained or lost through your actions or the actions of the other party.

You'll be able to start applying what you've learned immediately after you've finished reading this book by using the example procedures, responses, strategies, behaviors, and action steps. It works; and it will work for you. Read this book, apply the information, and see for yourself.

• Language: English
• Publisher: Zane Rozzi
• Release date: Jul 5, 2022
• ISBN: 9781005686482

Book preview

Introvert Negotiators Can Control Others Using Forms of Leverage Anyone Can Freely Obtain

Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

Zane Rozzi

Copyright 2022 Zane Rozzi. All rights reserved. No part of this publication may be reproduced or distributed in any form or by any means without prior written permission from the copyright holder. This publication is provided with the understanding that the author and publisher are not herein engaged in rendering legal, medical, investment, accounting, or other professional advice or services. If legal, medical, investment, accounting, or other expert advice or assistance is required, the services of a competent professional person should be sought. Your level of success in realizing results, if any, is dependent upon a number of factors including your ability, skill, knowledge, effort, persistence, and a variety of other personal attributes. Because those attributes differ between individuals, neither the author nor publisher can guarantee your success or any specific result. You alone are responsible for your actions and results in life and business. Any forward-looking statements contained within this publication are simply opinion and not guarantees or promises of actual performance or results. Neither the author nor publisher make any guarantee you will achieve any specific results. Individual results are not guaranteed and will vary. The information contained within this publication is made available solely to offer general information of interest. The author and publisher assume no responsibility for errors or omissions. Any statements or recommendations made by the author are simply his opinion. Such statements and recommendations might have been applicable to the author’s specific life circumstances, but may have no relevance to your own personal life circumstances. Determining whether or not any of the author’s statements or recommendations apply to your specific life circumstances is solely your responsibility. The author is not responsible for your actions. You are solely responsible for your actions. Your actions in life and business must be based on your own due diligence, not the opinion of the author. Nothing contained within this publication shall to any extent substitute for the sound judgement of the user. Neither the author nor publisher shall be liable for any losses, liabilities, or damages, including but not limited to indirect, special, or consequential damages, resulting directly or indirectly from the use of any information contained within this publication.

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Table of Contents

Leverage is the Primary Factor that Moves Negotiations in Your Favour

The Three Types of Leverage

The Three Ways You Can Apply Your Leverage to Control the Other Party

Determining Your Leverage

Some Examples of Leverage

People’s Behaviour Reflects Who Has the Leverage

Decreasing the Other Party’s Active Positive Leverage

Increasing Your Active Positive Leverage

Defending and Protecting Your Leverage

Relationships and Leverage

Leverage in Multiparty Negotiations

Increase Your Leverage by Controlling the Agenda

Use Over-Commitment as a Form of Leverage

Pressure the Other Party by Implying Scarcity

One of the Key Factors that Determine Your Leverage — Your Best Alternative to a Negotiated Agreement

Try to Uncover the Other Party’s Best Alternative to a Negotiated Agreement

Pressure the Other Party to Cooperate by Discussing Both of Your Best Alternatives to a Negotiated Agreement

Focus on Individuals First, then the Group

Keep the Pressure On to Maximize Your Leverage

When the Other Party Has More Leverage than You

Know When to Stop Negotiating and Agree

What it Takes to Accomplish Your Goals and Get Everything You Deserve in Life — The End Matter

Leverage is the Primary Factor that Moves Negotiations in Your Favour

Leverage is often the primary factor that moves negotiated outcomes in favour of one party at the expense of the other party. Leverage in negotiations is the power that one party has to influence — or control — the other party to the negotiation. Leverage is, therefore, incredibly important in determining the outcome of the negotiation. If you think of a negotiation as dividing up a pie, the party with the most leverage usually ends up with the biggest piece of the pie — if not most of the pie.

If one party has 100% of the leverage, they could, in fact, coerce the other party into giving up everything for free. For instance, in the case of blackmail, one party has all the leverage, and can force the other party into doing something or giving up something for free. However, applying leverage in the form of blackmail is illegal, so don’t do it — or at least don’t get caught; and definitely don’t say that Zane Rozzi told you to blackmail someone. I’ll tell the court I’ve never met you.

Leverage is, in fact, so powerful that someone with very poor negotiating skills, but who holds a lot of leverage, can often obtain the biggest piece of the pie — or even most of the pie — despite having very poor negotiating skills. However, should a negotiator have both excellent negotiating skills and substantial leverage, that negotiator will easily dominate the negotiation.

How much leverage each party has can shift throughout the course of the negotiation. Leverage is dynamic — not static. Therefore, which party has the stronger influence or control over the other party can shift throughout the negotiation.

In addition to shifting over time, leverage is not consistent with respect to all issues of the negotiation. You could have a lot of leverage in one area of the negotiation, and on one particular issue, but very little leverage in other areas of the negotiation, and on other issues. This is because which party has the leverage depends upon the specific aspects over which you’re negotiating.

Throughout this book, we’ll discuss many ways you can both increase your leverage and decrease the other party’s leverage. There are many different sources of leverage that can be gained or lost through your actions or the actions of the other party.

While we discuss how you can squeeze the other party using leverage, you’ll have to keep in mind, you don’t want to crush the other party so severely that they walk out of the negotiation — before reaching an agreement — and never want to speak with you again.

Instead, you need to be clever. You must plot and scheme. You need to ensure you’re using negotiating strategies and techniques that, despite obtaining the best possible deal for yourself, make the other person feel they’ve not only been treated fairly, but also received a great deal. You want the other party to be willing to do business with you again in the future, and also to tell their friends and family that you’re a good person to do business with. You want to obtain great reviews, references, and referrals, in addition to having negotiated an excellent deal for yourself. 

While reading this book, and learning the best negotiation tactics and strategies, you’ll recognize elements of the best ideas of the greatest military strategist of all time, Sun Tzu, taken from Sun Tzu’s book ‘The Art of War’ — the classic 2,000-year-old Chinese military strategy book. You’ll recognize those strategies in a modern, present-day context applied to the modern-day battlefield: The negotiation table.

Throughout this book, we’ll discuss easy-to-implement strategies, negotiation tactics, and psychological tricks that enable you to accomplish the objectives described above. You’ll get the best possible deal for yourself. You’ll ensure the other party will be happy to do business with you again in the future. You’ll ensure the other party is eager to tell their friends and family that you’re a good person to do business with. You’ll also ensure the other party will happily give you great reviews, references, and referrals.

After you’re done reading this book, and all of the other books in my negotiation book series, I’ve also written a 15-minute book summary of Sun Tzu’s The Art of War — the classic 2,000-year-old Chinese military strategy book. My obviously highly-biased opinion is that it’s an excellent book, and you should definitely read it. It’s titled, ‘Art of War Summary’ by Zane Rozzi.

The Three Types of Leverage

Active Leverage

First, you have active leverage when both you and the other party know you have the advantage under the circumstances of the negotiation. For