Three Types of Negotiation Leverage

According to Chris Voss ¹, there are three types of leverage:

• The Three types of leverage

  • “Positive” leverage -> your ability to give them what they want

  • “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

  • Normative leverage -> rules and moral moral framework of the counterparty that advance your position

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Voss, C. & Raz, T. Never Split the Difference: Negotiating As If Your Life Depended On It. (Harper Business, New York, 2016).