Updated: 13 Nov 2020
Positional Union and Management Negotiators
In the U.S. it's illegal for management to not negotiate past its first offer. From what you've described, it sounds like management are being competitive, positional and may not
Power Imbalance in Negotiation
Whilst integrative negotiation will be generally less effective where there is a significant imbalance in negotiation power between the parties, this does not necessarily mean
How Do The Best Sales Training Activities Drive Results?