Publication Type
Blog Post
Version
publishedVersion
Publication Date
12-2014
Abstract
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.
Discipline
Industrial Organization | Organizational Behavior and Theory
Research Areas
Organisational Behaviour and Human Resources
Publisher
Singapore Academy of Law
Citation
SCHAERER, Michael and SWAAB, Roderick I..
Negotiating deals from a position of powerlessness. (2014).
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5242
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
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