How to play “friendly hardball” in a negotiation

How to play “friendly hardball” in a negotiation

Negotiation experts have long advised a win-win approach focused on extracting mutual value. This approach effectively turns counterparties into collaborators instead of adversaries, pooling their creative resources to “expand the pie” rather than fighting over the size of their respective slices. N...

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Bibliographic Details
Main Authors: SCHAERER, Michael, SCHWEINSBERG, Martin, SWAAB, Roderick I.
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2020
Subjects:
negotiation
bargaining
framing
offers
power
Dispute Resolution and Arbitration
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/6585
https://ink.library.smu.edu.sg/context/lkcsb_research/article/7584/viewcontent/Schaerer__Schweinsberg____Swaab_HBR2020_how_to_play_friendly_hardball_in_negotiations.pdf
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Institution: Singapore Management University
Language: English

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https://ink.library.smu.edu.sg/lkcsb_research/6585
https://ink.library.smu.edu.sg/context/lkcsb_research/article/7584/viewcontent/Schaerer__Schweinsberg____Swaab_HBR2020_how_to_play_friendly_hardball_in_negotiations.pdf

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