From the passage of political power to boardroom, the capability to hold your own around the negotiate table is a fundamental component of succeeding in the world today. Unfortunately, many discussions end in a deadlock. This is partially because several negotiators are not capable to produce creative, integrative deals, which research illustrate are an important modification in reaching a decision acceptable to both parties.
With a role-play-based experiment, the writer finds 207 dyadic discussions and discovers that a creative solution in a dialogue depends on the quantity of ingenuity deployed in the tabling of the first offer as well as the ensuing counteroffers. Most surprising, the inventiveness of the counteroffer is apparently the most critical variable influencing the success of the last deal.
PUBLICATION DATE: December 15, 2012 PRODUCT #: IIR088-PDF-ENG
This is just an excerpt. This case is about STRATEGY & EXECUTION
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