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.
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2014
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sg-smu-ink.lkcsb_research-62412017-08-30T09:09:44Z Negotiating deals from a position of powerlessness SCHAERER, Michael SWAAB, Roderick I. 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. 2014-12-01T08:00:00Z text application/pdf 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 http://creativecommons.org/licenses/by-nc-nd/4.0/ Research Collection Lee Kong Chian School Of Business eng Institutional Knowledge at Singapore Management University Industrial Organization Organizational Behavior and Theory |
| institution |
Singapore Management University |
| building |
SMU Libraries |
| continent |
Asia |
| country |
Singapore Singapore |
| content_provider |
SMU Libraries |
| collection |
InK@SMU |
| language |
English |
| topic |
Industrial Organization Organizational Behavior and Theory |
| spellingShingle |
Industrial Organization Organizational Behavior and Theory SCHAERER, Michael SWAAB, Roderick I. Negotiating deals from a position of powerlessness |
| description |
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. |
| format |
text |
| author |
SCHAERER, Michael SWAAB, Roderick I. |
| author_facet |
SCHAERER, Michael SWAAB, Roderick I. |
| author_sort |
SCHAERER, Michael |
| title |
Negotiating deals from a position of powerlessness |
| title_short |
Negotiating deals from a position of powerlessness |
| title_full |
Negotiating deals from a position of powerlessness |
| title_fullStr |
Negotiating deals from a position of powerlessness |
| title_full_unstemmed |
Negotiating deals from a position of powerlessness |
| title_sort |
negotiating deals from a position of powerlessness |
| publisher |
Institutional Knowledge at Singapore Management University |
| publishDate |
2014 |
| url |
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 |
| _version_ |
1770573630407704576 |