When you don’t have an alternative in a negotiation, try imagining one

Conventional wisdom suggests that negotiators need alternatives to succeed. Alternatives give negotiators the confidence to negotiate offers more ambitiously, to push for more optimal outcomes, and to walk away from the table when needed. But negotiators often have no alternative at all. For example...

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Main Authors:	SCHAERER, Michael, SCHWEINSBERG, Martin, SWAAB, Roderick I.
Format:	text
Language:	English
Published:	Institutional Knowledge at Singapore Management University 2018
Subjects:	Negotiations alternatives Organizational Behavior and Theory Organization Development
Online Access:	https://ink.library.smu.edu.sg/lkcsb_research/5770 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6769/viewcontent/Imagine_Alteratives_HBR_2018_av.pdf
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Institution:	Singapore Management University
Language:	English

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spelling	sg-smu-ink.lkcsb_research-67692019-07-04T01:18:43Z When you don’t have an alternative in a negotiation, try imagining one SCHAERER, Michael SCHWEINSBERG, Martin SWAAB, Roderick I. Conventional wisdom suggests that negotiators need alternatives to succeed. Alternatives give negotiators the confidence to negotiate offers more ambitiously, to push for more optimal outcomes, and to walk away from the table when needed. But negotiators often have no alternative at all. For example, a recent survey by GMAC suggests that the average MBA graduate only has a single job offer to choose from, suggesting that many MBAs have to negotiate their job offer without an alternative to fall back on. 2018-04-01T07:00:00Z text application/pdf https://ink.library.smu.edu.sg/lkcsb_research/5770 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6769/viewcontent/Imagine_Alteratives_HBR_2018_av.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 Negotiations alternatives Organizational Behavior and Theory Organization Development
institution	Singapore Management University
building	SMU Libraries
continent	Asia
country	Singapore Singapore
content_provider	SMU Libraries
collection	InK@SMU
language	English
topic	Negotiations alternatives Organizational Behavior and Theory Organization Development
spellingShingle	Negotiations alternatives Organizational Behavior and Theory Organization Development SCHAERER, Michael SCHWEINSBERG, Martin SWAAB, Roderick I. When you don’t have an alternative in a negotiation, try imagining one
description	Conventional wisdom suggests that negotiators need alternatives to succeed. Alternatives give negotiators the confidence to negotiate offers more ambitiously, to push for more optimal outcomes, and to walk away from the table when needed. But negotiators often have no alternative at all. For example, a recent survey by GMAC suggests that the average MBA graduate only has a single job offer to choose from, suggesting that many MBAs have to negotiate their job offer without an alternative to fall back on.
format	text
author	SCHAERER, Michael SCHWEINSBERG, Martin SWAAB, Roderick I.
author_facet	SCHAERER, Michael SCHWEINSBERG, Martin SWAAB, Roderick I.
author_sort	SCHAERER, Michael
title	When you don’t have an alternative in a negotiation, try imagining one
title_short	When you don’t have an alternative in a negotiation, try imagining one
title_full	When you don’t have an alternative in a negotiation, try imagining one
title_fullStr	When you don’t have an alternative in a negotiation, try imagining one
title_full_unstemmed	When you don’t have an alternative in a negotiation, try imagining one
title_sort	when you don’t have an alternative in a negotiation, try imagining one
publisher	Institutional Knowledge at Singapore Management University
publishDate	2018
url	https://ink.library.smu.edu.sg/lkcsb_research/5770 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6769/viewcontent/Imagine_Alteratives_HBR_2018_av.pdf
_version_	1770574102216572928

When you don’t have an alternative in a negotiation, try imagining one

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