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About: Leverage (negotiation)     Goto   Sponge   NotDistinct   Permalink

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Type: disease New Facet based on Instances of this Class

In negotiation, leverage is the power that one side of a negotiation has to influence the other side to move closer to their negotiating position. A party's leverage is based on its ability to award benefits or impose costs on the other side. Another conceptualization holds that the party that has the most to lose from a "no deal" outcome has less leverage than the party that has the least to lose.