[as-puh-rey-shuh n] [beys]
Setting the highest achievable negotiation target level in terms of goals or objectives to conclude a negotiated agreement.
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
Building Trust in your Business Negotiation Relationships
It is so important to forge trust in your negotiations to create a solid and durable partnership.
IMF World Bank Debt Governance and Corruption
I read with a knowing smile your words: 'say... they have committed mischief'. For those who invest the time to make themselves knowledgeable by reading about the IMF's corruption