Chapter6: Finding and using Negotiation Leverage

Leverage means the process of gaining or using various sources of power in order to obtain and use temporary advantage over the other negotiation party. Three sources of power 1)information and expertise, 2)control over resources and 3)the location within an organization structure( which leads to either formal authority or informal power based on where one is located relative to flows of information or resources).
The number of influence(leverage) tools that one could use in negotiation. These tools were considered in two broad categories: influences that occurs through the central route to persuasion, and influence that occurs through the peripheral route to persuasion.
For the receiver;the target of influence; they can shape and direct what the sender is communicating, or can intellectually resist the persuasive effects of the message. Effective negotiators are skilled not only at crafting persuasive messages, but also at playing the role of skilled "consumers" of the messages that others direct their way.