Leverage: How to Get It & How to Keep It in Any Negotiation Summary

The SQUEEZE: Negotiating is a process that is not for the faint at heart. The best negotiators know how to identify opportunities that will allow them to maintain an advantage over their counterparts. Within this context, negotiators use leverage, or what they believe constitutes as a perceived advantage. Roger Volkema’s book “Leverage: How to Get It & How to Keep It in Any Negotiation” explores the topic of leverage and how its use is based upon personal perception. Identifying, gaining, and sustaining leverage will allow negotiators to maximize their skills, use the “trump card” when appropriate, and master every component of the negotiation process. Volkema’s book is ideal for the novice negotiator as well as for the seasoned professional. It is a must-read for individuals who want to build personal confidence.

Notable Endorsement: "Roger Volkema does an excellent job of breaking down the skill [leverage] in this interactive workbook." -- Associations Now

Common Q’s Answered by this Book:

  • What is the most important aspect of negotiation?
  • What is leverage?
  • How can leverage be used to gain advantage in a negotiation?
  • What are the indicators and/or signals of leverage?
  • What are the factors for managing emotions during a negotiation?
  • What are e-mail negotiations?


About the Author: Roger Volkema currently serves as the Associate Professor and Chair of the Management Department at the Kogod School of Business at American University. Volkema teaches on negotiation, offering in-class interactive tutorials that center on the subject of leverage. Volkema’s approaches are logically presented, giving students opportunities to learn how to manage leverage throughout the negotiation process. Volkema also teaches on “social leverage” and its definable phenomenon. Volkema is also the author of “The Negotiation Toolkit: How to Get Exactly What You Want in Any Business or Personal Situation.” Roger Volkema completed a doctorate degree from the University of Wisconsin-Madison and is a major contributor to professional publications. For more information, visit: http://www.american.edu/kogod/faculty/volkema.cfm.


Book Vitals:

Publisher: AMACOM (March 2006)

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