In the midst of negotiations, one often gets to hear about a “take it or leave it” kind of option. Such kinds of soft ultimatums are often used by negotiators to elicit concessions from the other side. To survive such hard negotiators, adopting a choice mindset, is what can be a game- changer. This choice mindset is when people recognize that they have an option, irrespective of the situation they are in. A paper was recently published dealing with this crucial aspect of talent management. It was published in the Organizational Behaviour and Human Decision Processes. It included findings from a total of six studies. Those who continue stretching discussions, under the assumption that choices exist, are practicing “distributive negotiations”. Here, one party’s loss, is necessarily the other’s gain. The other is “integrative negotiations”, where both sides part with some necessary trade- offs.

Source:https://hbr.org/2020/05/how-to-respond-to-take-it-or-leave-it?utm_medium=email&utm_source=newsletter_daily&utm_campaign=dailyalert_not_activesubs&referral=00563&deliveryName=DM81565

Uploaded Date:29 May 2020