What's the Best Way to Give Ground in a Negotiation?

Tey, K S and Schaerer, M and Madan, N and Swaab, R (2021) What's the Best Way to Give Ground in a Negotiation? [Teaching Resource]

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Abstract

Researchers found that tapering your offer - making smaller concessions each round - yields the most value in the end.

Affiliation: Indian School of Business
ISB Creiators:
ISB Creators
ORCiD
Madan, N
UNSPECIFIED
Item Type: Teaching Resource
Uncontrolled Keywords: Negotiation strategies, Negotiating skills
Subjects: Organization Behavior
Depositing User: Gurusrinivasan K
Date Deposited: 07 Nov 2021 12:56
Last Modified: 07 Nov 2021 12:56
URI: https://eprints.exchange.isb.edu/id/eprint/1605
Publisher URL: https://store.hbr.org/product/what-s-the-best-way-...
Publisher OA policy: https://store.hbr.org/product/what-s-the-best-way-to-give-ground-in-a-negotiation/h06niw?sku=H06NIW-PDF-ENG
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