Negotiating deals from a position of powerlessness

When you are negotiating a deal it pays to have viable alternatives to fall back on – or at least that’s what most people think. New research suggests that being powerless can be liberating and help you achieve better deals.

Saved in:
Bibliographic Details
Main Authors: SCHAERER, Michael, SWAAB, Roderick I.
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2014
Subjects:
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/5242
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6241/viewcontent/Negotiating_Deals_From_a_Position_of_Powerlessness.pdf
Tags: Add Tag
No Tags, Be the first to tag this record!
Institution: Singapore Management University
Language: English