How to defuse threats at the bargaining table
Abstract
Sooner or later, every negotiator faces threats at the bargaining table. How should you respond when the other side threatens to walk away, file a lawsuit, or damage your reputation?
Citation
Liljenquist, K., and Adam Galinsky. "How to defuse threats at the bargaining table." Negotiation 9, no. 9 (2006): 1-4.
Each author name for a Columbia Business School faculty member is linked to a faculty research page, which lists additional publications by that faculty member.
Each topic is linked to an index of publications on that topic.