Article | Ivey Business Journal (Online) | July/August 2004

How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation

by David A. Lax and James K. Sebenius

Keywords: Negotiation;

Citation:

Lax, David A., and James K. Sebenius. "How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation." Ivey Business Journal (Online) 68, no. 7 (July/August 2004): 1–9.