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.
