ASYMETRY AND LEVERAGE (San Mateo effect)
This work opens an unprecedented path on how to negotiate. All the current bibliography treats the actors in a SYMMETRIC plane of OPPORTUNITIES. But in reality, the actors are ASymmetrically located and this generates a “Lever Effect or Leverage”, that is to say, that the negotiators have DIFFERENT POWERS, what we have called SPECIFIC NEGOTIATING POWER. Each one will occupy one of these two roles: Pigeon or Falcon. Its success is not in how you negotiate, but what will be your role in the negotiation: Pigeon or Falcon ”.
The META-NEGOTIATION model teaches you to position yourself in a “differential” place, you work in a different time and space than in the negotiation and thus a MORE SPECIFIC WEIGHT is achieved. This causes a leverage effect called "San Mateo Effect" (term coined by Luce & Raiffa in 1957, reference is made to the biblical passage: "He who has will be given and will be left over, but he who does not have, even what he has it will be removed ”), which causes the success of the negotiation.