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...
Saved in:
Main Authors: | , , |
---|---|
Format: | text |
Language: | English |
Published: |
Institutional Knowledge at Singapore Management University
2018
|
Subjects: | |
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 |
Tags: |
Add Tag
No Tags, Be the first to tag this record!
|
Institution: | Singapore Management University |
Language: | English |
Be the first to leave a comment!