Adapted from “Putting on the Pressure: How to Make Wise Threats in Negotiation,” by Adam D. Galinsky (Professor, Northwestern University) and Katie A. Liljenquist (Assistant Professor, Brigham Young University), first published in the Negotiation newsletter.
On August 3, 1981, 12,000 air-traffic controllers went on strike after negotiations with the federal government about wages, hours, and
threats in negotiation
The following items are tagged threats in negotiation.
December 2004
What’s It Worth to You? The wrong assessment of a deal can stand in the way of sensible tradeoffs in negotiation. Don’t let your misperceptions cause you to lose significant potential gains
Putting On the Pressure: How to Make Threats in Negotiations: Issuing threats can help motivate cooperation. But threats can backfire in unintended
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