leveraged negotiation
Italian translation: potere di trattativa/contrattazione/negoziazione
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| 15:50 Aug 6, 2007 |
| English to Italian translations [PRO] Bus/Financial - Finance (general) | |||||||
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|  Selected response from: texjax DDS PhD Local time: 13:30 | ||||||
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| Summary of answers provided | ||||
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| 3 +5 | potere di trattativa/contrattazione/negoziazione |
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| 4 | effetto leva |
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| Discussion entries: 1 | |
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Answers
42 mins confidence: 
peer agreement (net): +5
peer agreement (net): +5potere di trattativa/contrattazione/negoziazione Explanation: • Consider how you might limit the attractiveness of the other side’s alternatives. “I made him an offer he couldn’t refuse,” said Marlon Brando in The Godfather. What was the recipient’s likely alternative to accepting the offer? Death. Because the recipient valued his life, the godfather had a lot of leverage. http://www.negotiationinstitute.com/column_view.aspx?id=68 Come utilizzare il potere di trattativa al momento giusto http://www.francoangeli.it/Ricerca/Scheda_Libro.asp?CodiceLi... Leverage as Advantage •Leverage is synonymous with power –Seeking leverage usually arises from one of the following: 1The negotiator believes they have less leverage than the other party 2The negotiator believes that he/she needs more leverage than the other party –The tactics to achieve gaining leverage can either enhance one’s power or diminish the other party’s power http://en.wikipedia.org/wiki/Leverage_(negotiation) http://ocw.kyoto-u.ac.jp/en/gs_economics/course02/pdf/negoti... -------------------------------------------------- Note added at 48 mins (2007-08-06 16:39:07 GMT) -------------------------------------------------- As the high-volume customers drive down prices through leveraged negotiation http://arunkottolli.blogspot.com/2005/12/pareto-principle-in... The second element is science. Why would one person ever concede anything to another? Because the first person judges that without that concession, the second person will walk away from the deal. The leverage held by each of them can be determined analytically: It can be expressed as the difference between the expected cost of the concessions and the cost of a failure to reach agreement. The science of negotiation is the process of maximizing leverage — what strategists call advantage — by analyzing this difference in cost (which is subject to change at any moment). http://www.strategy-business.com/press/16635507/06407f |
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