The Negotiation Leverage Matrix
This is the era of “the art of the deal,” and the issue with that is that it creates the assumption that if I win big, you will lose big.
However, negotiation is a matter of leverage, and even when you have leverage, you have to know how to use it.
As Spider-Man would say, with great power comes great responsibility. While we’re not superheroes, we need to create the conditions for negotiations to turn into long-term business outcomes.
Indeed, negotiation is a delicate dance of power, ethics, and strategy.
This guide I explore how leverage determines outcomes and how finding the right balance between self-protection and fair dealing creates sustainable agreements.
Understanding your position in the leverage matrix and the principle of "don't fool and yet don't be fooled" will transform your negotiation approach.
The Leverage Matrix
