Chapter 5 Gaining Leverage through power and Persuasion

1. Leveraging the Source of Power

1.1. Reward Power and Coercive Power

1.1.1. controlling Resources

1.2. Legitimate Power

1.2.1. Position or Authority

1.3. Expert Power

1.3.1. Controlling Information

1.4. Reference Power: Personal Attributes

2. Leverage power through Persuasion

2.1. Framing the Question

2.2. Creative Persuasive Arguments

2.3. Using Persuasive Language

2.4. Focusing on the Listener's Perspective

3. Tools for Persuasive Communications

3.1. Verbal Communication

3.2. Nonverbal Communication

3.3. Stereotyping and Prejudice

3.4. Understanding Ecomotions

4. Leveraging Power from Your BATNA

4.1. Believing you have a strong BATNA

4.2. Convincing Others of the Strength of your BATNA

4.3. changes in BATNA during negotiation

5. Persuasion through process

5.1. Who to Influence and How

5.2. Shape Perception of Interest and Goals

5.3. Use a Negotiating Process that Fosters Buy-In

6. What is BATNA

6.1. Best alternative to a negotiated Agreement

7. Leveraging Power through tactics