What is Leverage? Key Concepts in Negotiation

The video explores the concept of leverage in negotiation, emphasizing its role as a compelling advantage. It critiques the traditional view of leverage as a monopoly or privileged information, highlighting the risks of misuse, such as damaging relationships and reputation. The video suggests that leverage can come from various sources, including influence, persuasion, value, and fairness. It concludes by encouraging a broader understanding of leverage beyond coercion or monopoly.

How does the concept of leverage relate to long-term relationships in business?

Why is fairness considered an important aspect of leverage?