Having too many options can make you a worse negotiator

Having too many options can make you a worse negotiator

The conventional wisdom about negotiating — whether for a job salary or the price of a house — is that you’re better positioned to get what you want when you have more offers to leverage. For example, the more job offers an MBA graduate has, the better positioned they are to get a good deal with a r...

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Bibliographic Details
Main Authors: SCHAERER, Michael, LOSCHELDER, David D., SWAAB, Roderick I.
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2017
Subjects:
Negotiations
alternatives
options
outcomes
Organizational Behavior and Theory
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/5240
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6239/viewcontent/HavingTooManyOptionsMakeWorseNegotiator_2017_hbr.pdf
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Institution: Singapore Management University
Language: English

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https://ink.library.smu.edu.sg/lkcsb_research/5240
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6239/viewcontent/HavingTooManyOptionsMakeWorseNegotiator_2017_hbr.pdf

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