Module 4·
35 min
·3 lessons
Understanding Leverage
What leverage actually is and what it is not. How Clarence makes leverage visible and transparent, the 1-10 position scale, and why visibility changes behaviour in negotiation.
Learning Objectives
- Define leverage in the context of principled negotiation
- Explain how the 1-10 position scale makes leverage visible
- Understand why transparency in leverage produces better outcomes than concealment
Video
Introduction: Understanding Leverage
2 minVideo coming soon
Video
Theory: Making Leverage Visible
7 minVideo coming soon
Reading
The 1-10 Position Scale and Why Visibility Matters
10 minWritten content coming soon