Negotiation in the News: Greece’s bad deal gets worse

A brinksmanship approach to crisis negotiations backfires

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Article Excerpt

Sometimes in negotiation, we bargain less as the equal of our counterpart than as a supplicant, hands outstretched in the hope that the other party will help us stay afloat. Negotiating as the weaker party requires a special set of skills as we strive to advocate for our needs without irritating the other party into

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