Question
Positive leverage in negotiation can occur in various scenarios. For instance, if you have a unique product or service that the other party desperately needs, you have positive leverage. Similarly, if you have alternative options and the other party doesn't, you again have positive leverage. Another example could be when you have more information about the market or the deal than the other party, giving you an advantage.
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Positive leverage stems from a circumstance in which the other side naturally has more needs than you do. This can be real or perceived, but regardless, if you sense the other side is a little desperate, you have positive leverage on your side. You have what they want and the ability to offer that or withhold it in exchange for a demand of your own.
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