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.
Industrial Organization | Organizational Behavior and Theory
Organisational Behaviour and Human Resources
Singapore Academy of Law
SCHAERER, Michael and SWAAB, Roderick I..
Negotiating deals from a position of powerlessness. (2014). Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/5242
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