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On the Many Limitations of Threat in Negotiation As Well As Other Contexts Case Solution & Answer

We believe that the practice of the threat as a negotiating tactic is essentially unfounded. While risks are outside the norm, its benefits are few, if any. This makes the threat altogether bankruptcy as a strategy. Here we explore the disadvantages of the threat as a negotiating tactic, and offer some advice for a specific threat and possible defenses practices.
by
Dan R. Dalton
Catherine M. Dalton
Source: Business Horizons
7 pages.
Date Posted: March 15, 2009. Prod #: BH314-PDF-ENG
Of the many limitations of the threat to trade and other contexts Case Solution

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