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Research Summary
Research Summary
  • Research Summary

Dealing with Hard Bargainers

By: James K. Sebenius
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    Description

    In this line of research, I have been developing effective approaches to negotiating 1) with hard bargainers, 2) in difficult situations, and 3) from positions of perceived weakness. Through field study and theoretical inquiry, I have been developing classes of moves, both at and away from the table, to constructively handle these challenges.

    James K. Sebenius

    Negotiation, Organizations & Markets
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