Following the Golden Rule and Finding Gold: Generosity and Success in Negotiation
21 Pages Posted: 25 Nov 2012 Last revised: 12 Jan 2013
Date Written: November 23, 2012
Is generosity a good negotiation strategy? The thesis that generosity is a good negotiation strategy is counterintuitive: when we think of negotiation we think of the enterprise as being about getting something we want or need not about generously giving away things of value. So, how could generosity possibly be a successful approach? In this essay, Prof. Love and I discuss the impact of generosity to the field of negotiation.
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