Occurs when an under aspiring negotiator sets their target or aspirations (goals or objectives) too low at the outset of a negotiation and is granted an immediate agreement by their negotiating counterpart.
Chinese Water Selling Negotiation
Negotiation training lessons on selling water in China are presented in this negotiation case, published with permission from Dr Bob March's excellent book "Chinese Negotiator".
What Is Win-Win Negotiation?
Examine how a poorly implemented win-win negotiation style can fail to deliver business goals and leaves gold on the table.
The Art and Science of Negotiation (book review)
An analytical and mathematical approach in deriving creative solutions to a negotiation problem. Offers practical guidelines in understanding your counterparty's perspective.