Are You Too Committed?
Negotiators can discover that they are too committed to reaching a deal in a negotiation and they need to be able to back off and be willing to walk away
escalation
Making The Most Of A Weak BATNA
Negotiators with weak BATNAs need to move carefully and find ways to try to maximize their position and get the deal that they are seeking
How Negotiators Should Deal With Dirty Tricks: Escalation
Just how badly are you going to want to reach a deal during your next negotiation? Be very careful how you answer that question! It turns out that the other side may be able to maneuver you into a position where you’ll be willing to accept a deal that you really shouldn’t. “I’d never do … Read more
Escalation Power: How To Use It, How To Defend Against It
When we’re talking about negotiating and someone brings up the tactic of escalation what pops into your head right off the bat? Do you see yourself becoming frustrated with the person that you’re negotiating with and getting up and storming off to go have a talk with their boss? That’s one form of escalation, but … Read more