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Leverage can shift throughout the negotiation process from "summary" of You Can Negotiate Anything by Herb Cohen
Negotiation is a dynamic dance, where power and influence can ebb and flow. At the outset, one party might feel more powerful due to superior information or resources. However, as discussions unfold, that power dynamic can change dramatically. Perhaps new information emerges, or one party makes concessions that alter perceptions of value. Consider a scenario where an employer holds the upper hand at the beginning. They have the job offer, and the candidate needs employment. As the negotiation progresses, the candidate may reveal unique skills or experiences that shift the balance of influence. Suddenly, the employer realizes that they cannot settle for just anyone; they need this candidate. Thus, the candidate’s leverage increases. Timing plays a critical role as well. The moment a deadline approaches, the urgency can affect each side's power. If the employer is pressed to f...
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