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Why Threats are not your best bet in Negotiation

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Take it or leave it. Now or never. My way or highway. If you have ever been involved in any negotiation, these statements will not sound alien to you. Reflect and the memories of numerous occasions when you received a threat from your counterpart or you gave a threat to your counterpart will unfold in front of you like a flash. Threats and ultimatums are common words in negotiators’ dictionary. We are not sure how the game ‘if you…then I…’ or ‘do this else’ a widely played game in negotiation escaped the attention of Eric Burn, the author of ‘Games people play’

About the journal
JournalThe Hindu Business Line
Open AccessNo