Memo1

Memo Name Institutional Affiliation Instructor Course Date Memo To: From: Date: Subject: Leverage, Power, and Empathy Briefing Report The negotiators have leverage derived from the unequal distribution of resources, information, or options. For example, Jia and You (2024) describe a case where firms with proprietary technological know-how could have the upper hand in energy sector negotiations. According to the study by Kaufmann et al. (2023), supplier negotiators can use leverage to dictate terms in their favor by taking control of essential resources or unique knowledge.             Leverage tactics may include building rapport, social influence, and disclosing strategic information. For example, according to Schaerer et al. (2020), negotiators may have an opportunity to exploit the information disparity by either sharing information or building interpersonal relationships to possess a decision advantage throughout the negotiation process.             Power can take different forms, which include referent, coercive, and informational. The coercive instrument is the threat- or sanction-based approach; the referred-to power vests in the respected or admired person; and the informational power lies in havin...