How potential alternative offers can affect negotiations
Whether you are interviewing for a job or closing on a home, power is a central tool in negotiations. Research from professors of management John Sawyer and Dustin Sleesman at the University of Delaware’s Alfred Lerner College of Business and Economics shows that an alternative offer can shift the power dynamic in a negotiation, even if that alternative hasn’t actually been offered. (more…)
University of Maryland School of Public Policy Dean Don Kettl on where the fiscal cliff negotiations head after Plan B fails:
“For the Republicans, this is a very weak situation. They’re struggling to get their mojo back after the election. It’s very clear they don’t know which way to go and they aren’t willing to follow anyone to get them there.
For the Democrats, there will be a powerful temptation to allow the Republicans to swing in the wind. It’s hard to beat something with nothing, and right now the Republicans have nothing to bring to the table. The Democrats will surely enjoy watching this for a few days, and watching the approval ratings of the House Republicans drop a few more notches. (more…)
