When you think of negotiation leverage, do you think of one party “putting the screws” to the other? This negative understanding is misleading: Leverage is a positive force that, applied correctly, makes good relationships – and a better deal.
Our focus is on building better business relationships through positive negotiations. In this context, negotiation leverage should be positive, not negative because it helps build good business relationships. But good leverage also means that your business can get more out of the equation.