[spp-player enclosure url="http://traffic.libsyn.com/marknelsonshow/MNShow002RansomofRedChiefandNegotiationLeverage.mp3" length="9115708" type="audio/mpeg" >] The Ransom of Red Chief is an American classic short story that lends itself as an instructive backdrop for discussion about negotiation leverage.  Leverage in a negotiation is the degree to which your ability or power brings about an agreement with another party on your terms.  [spp-transcript]