conventional tools like leverage and “win-win” because (a) you have a better starting point for persuasion, (b) people are more willing to do things for you when you value them, no matter who they are, and (c) the world is mostly about emotions, not the logic of “win-win.” The strategies together amount to a different way of thinking about negotiation. It’s the difference between saying “I play football” and “I play professional football.” The two are barely even the same game.
