Publication Type
Magazine Article
Version
acceptedVersion
Publication Date
4-2018
Abstract
Conventional wisdom suggests that negotiators need alternatives to succeed. Alternatives give negotiators the confidence to negotiate offers more ambitiously, to push for more optimal outcomes, and to walk away from the table when needed. But negotiators often have no alternative at all. For example, a recent survey by GMAC suggests that the average MBA graduate only has a single job offer to choose from, suggesting that many MBAs have to negotiate their job offer without an alternative to fall back on.
Keywords
Negotiations, alternatives
Discipline
Organizational Behavior and Theory | Organization Development
Research Areas
Organisational Behaviour and Human Resources
Publication
Harvard Business Review
ISSN
0017-8012
Publisher
Harvard Business Review
Citation
SCHAERER, Michael; SCHWEINSBERG, Martin; and SWAAB, Roderick I..
When you don’t have an alternative in a negotiation, try imagining one. (2018). Harvard Business Review.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5770
Copyright Owner and License
Authors
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
https://hbr.org/2018/04/research-when-you-dont-have-an-alternative-in-a-negotiation-try-imagining-one