Coaching practices for Negotiation Leverage
Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For Negotiation Leverage, these are the strongest matches in the current practice library.
Does this sound like the set of challenges you might be facing?
- There are several things on the table here, and some matter way more to me than others
- I’m walking into this feeling like I have to make it work no matter what, and that fear makes me ready to take almost anything
- I’ve got time before this conversation actually happens, and right now my only real option is the one I’m about to ask for
- When I negotiate I jump straight to my offer and try to claim my slice, and I suspect I’m leaving value on the table
- I can’t get a read on what the other side actually cares about most
Practices that may help
- Logroll by trading issues of unequal importance
Concede on what matters less to you in exchange for gains on what matters more.
Expanding the Pie: Negotiation Beyond Splitting the Difference - Know your BATNA
Your Best Alternative To a Negotiated Agreement is the source of your real leverage.
Getting to Yes: Principled Negotiation - Improve your BATNA before you negotiate
The best time to strengthen your walk-away position is before the negotiation starts, not during it.
BATNA: Your Best Alternative to a Negotiated Agreement - Expand the pie before you divide it
In negotiations, surface what the other side actually values most before claiming your share.
Give and Take: The Giver Advantage - Make multiple equivalent simultaneous offers (MESOs)
Propose several package deals of equal value to you — see which the other side prefers.
Expanding the Pie: Negotiation Beyond Splitting the Difference - Trade across differing priorities
Give on what you value less to get what you value more — and have them do the same.
Win-Win Thinking: Expanding the Pie - Run a negotiation debrief to learn what value was left on the table
After closing, compare priorities with the other side to see the trades you both missed.
Expanding the Pie: Negotiation Beyond Splitting the Difference - Ask what happens if there is no deal
Surface the other side’s BATNA by asking what they do if this does not work out.
Calibrated Questions, Made Practical - Estimate your counterpart’s BATNA
Understanding what the other side will do if there’s no deal tells you where their pressure is — and how much room you have.
BATNA: Your Best Alternative to a Negotiated Agreement - Add issues to expand the pie
Bring more variables in — timing, scope, future work — so there’s more to trade.
Win-Win Thinking: Expanding the Pie
Related concerns
- How To Assess Negotiation Leverage
Surface the other side’s BATNA by asking what they do if this does not work out.
Ask what happens if there is no deal
- Leverage In Negotiation
Your Best Alternative To a Negotiated Agreement is the source of your real leverage.
Know your BATNA
- How To Negotiate Better
After closing, compare priorities with the other side to see the trades you both missed.
Run a negotiation debrief to learn what value was left on the table
- Perspective Taking Negotiation
Build a precise model of how the situation looks from their side, not a caricature.
Take their perspective accurately
- Value Creation Negotiation
Expanding the pie means trading across issues that the two parties value differently, so both sides gain more than any fixed compromise would allow. Malhotra and Bazerman’s research shows that most negotiators leave joint gains on the table because they treat every issue as a zero-sum battle.
- Creating Value In Negotiation
Expand the pie before you fight over slices — but don’t forget to take your slice.
Create value first, then claim your share
Describe your situation in your own words to search the complete practice library.