Following the Golden Rule and Finding Gold: Generosity and Success in Negotiation

21 Pages Posted: 25 Nov 2012 Last revised: 12 Jan 2013

See all articles by Sukhsimranjit Singh

Sukhsimranjit Singh

Pepperdine University - Rick J. Caruso School of Law

Lela P. Love

Yeshiva University - Benjamin N. Cardozo School of Law

Date Written: November 23, 2012

Abstract

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.

Suggested Citation

Singh, Sukhsimranjit and Love, Lela P., Following the Golden Rule and Finding Gold: Generosity and Success in Negotiation (November 23, 2012). Cardozo Legal Studies Research Paper No. 378, Available at SSRN: https://ssrn.com/abstract=2180118 or http://dx.doi.org/10.2139/ssrn.2180118

Sukhsimranjit Singh (Contact Author)

Pepperdine University - Rick J. Caruso School of Law ( email )

24255 Pacific Coast Highway
Malibu, CA 90263
United States

Lela P. Love

Yeshiva University - Benjamin N. Cardozo School of Law ( email )

55 Fifth Ave.
New York, NY 10003
United States
(212) 790-0365 (Phone)
(212) 790-0205 (Fax)

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