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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2021
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sg-smu-ink.lkcsb_research-78202021-10-22T05:51:53Z What’s the best way to give ground in a negotiation? TEY, Kian Siong SCHAERER, Michael MADAN, Nikhil SWAAB, Roderick 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 which you reduce your offer each round — can yield the most value because it sends a clear signal about your final offer. 2021-10-01T07:00:00Z text application/pdf 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 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 concessions offers Dispute Resolution and Arbitration Organizational Behavior and Theory |
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SMU Libraries |
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Singapore Singapore |
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Negotiations concessions offers Dispute Resolution and Arbitration Organizational Behavior and Theory |
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Negotiations concessions offers Dispute Resolution and Arbitration Organizational Behavior and Theory TEY, Kian Siong SCHAERER, Michael MADAN, Nikhil SWAAB, Roderick What’s the best way to give ground in a negotiation? |
| description |
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 which you reduce your offer each round — can yield the most value because it sends a clear signal about your final offer. |
| format |
text |
| author |
TEY, Kian Siong SCHAERER, Michael MADAN, Nikhil SWAAB, Roderick |
| author_facet |
TEY, Kian Siong SCHAERER, Michael MADAN, Nikhil SWAAB, Roderick |
| author_sort |
TEY, Kian Siong |
| title |
What’s the best way to give ground in a negotiation? |
| title_short |
What’s the best way to give ground in a negotiation? |
| title_full |
What’s the best way to give ground in a negotiation? |
| title_fullStr |
What’s the best way to give ground in a negotiation? |
| title_full_unstemmed |
What’s the best way to give ground in a negotiation? |
| title_sort |
what’s the best way to give ground in a negotiation? |
| publisher |
Institutional Knowledge at Singapore Management University |
| publishDate |
2021 |
| url |
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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