According to Chris Voss 1, there are three types of leverage:
- The Three types of leverage
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“Positive” leverage -> your ability to give them what they want
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“Negative” leverage -> the ability to make the counterparty suffer. This gets attention because of loss aversion.
- It can be very helpful to label your negative leverage without necessarily threatening it
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Normative leverage -> rules and moral moral framework of the counterparty that advance your position
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