Focusing on the promotion of success rather than failure to prevent can be a powerful tool for achieving their own goals at the bargaining table. About two studies, the authors find that promotion focused negotiators to do their goals negotiators pay more attention focused than prevention ‘. These objectives not only leads negotiators to strive to reach them, and therefore grow more advantageous distribution of results, but also prevents them from simply accounting for minimally acceptabl … Read more »

Focusing on the promotion of success rather than failure to prevent can be a powerful tool for achieving their own goals at the bargaining table. About two studies, the authors find that promotion focused negotiators to do their goals negotiators pay more attention focused than prevention ‘. These objectives not only leads negotiators to strive to reach them, and therefore grow more advantageous distribution of results, but also prevents it. Simply accounting for minimally acceptable results and compromises A promotion regulatory focus’, defined in the article leads negotiators for both sides to discover beneficial compromises and reach optimal solutions for both parties.
This is a Rotman Magazine article.
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from
Geoffrey Leonardelli,
Adam Galinsky,
Gerardo Okhuysen,
Thomas Mussweiler
Source: Rotman School of Management
4 pages.
Release date: 01 May 2007. Prod #: ROT046-PDF-ENG
An optimal solution agreements HBR case

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