Negotiating Deals From a Position of Powerlessness

By Michael Schaerer and Roderick Swaab in INSEAD Knowledge.

When you are negotiating a deal it pays to have viable alternatives to fall back on – or at least that’s what most people think. New research suggests that being powerless can be liberating and help you achieve better deals.

Check:

http://knowledge.insead.edu/organisational-behaviour/negotiating-deals-from-a-position-of-powerlessness-3745#ZKBaOSty7lkkLovI.99

Povl Tiedemann
February 2015

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