Published by:
Harvard Business Publishing
Length: 5 pages
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Abstract
Does your company ever have to negotiate with a behemoth? How should a negotiator in a weak position deal with a seemingly all-powerful opponent? As a negotiator, you sometimes face an apparent choice between taking what little the other side offers or being squeezed out of the market entirely. But this doesn''t have to be the case. In this article, Lawrence Susskind describes three strategies that can help you reach a mutually beneficial - and elegant -negotiated solution.
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Abstract
Does your company ever have to negotiate with a behemoth? How should a negotiator in a weak position deal with a seemingly all-powerful opponent? As a negotiator, you sometimes face an apparent choice between taking what little the other side offers or being squeezed out of the market entirely. But this doesn''t have to be the case. In this article, Lawrence Susskind describes three strategies that can help you reach a mutually beneficial - and elegant -negotiated solution.