What’s the best way to give ground in a negotiation?

What’s the best way to give ground in a negotiation?

How much should you change your offer at each round of a negotiation? The stakes can be high: Give away too much and you devalue your offer; give away too little and you risk getting stuck in an impasse. The authors’ recent research shows that a rare approach to concessions — reducing the amount by...

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Bibliographic Details
Main Authors: TEY, Kian Siong, SCHAERER, Michael, MADAN, Nikhil, SWAAB, Roderick
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2021
Subjects:
Negotiations
concessions
offers
Dispute Resolution and Arbitration
Organizational Behavior and Theory
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/6821
https://ink.library.smu.edu.sg/context/lkcsb_research/article/7820/viewcontent/BestWayGiveGround_202110_HBR_av.pdf
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Institution: Singapore Management University
Language: English

Internet

https://ink.library.smu.edu.sg/lkcsb_research/6821
https://ink.library.smu.edu.sg/context/lkcsb_research/article/7820/viewcontent/BestWayGiveGround_202110_HBR_av.pdf

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