Exerting Pressure in Strategic Negotiations
- https://doi.org/10.2991/assehr.k.211011.005How to use a DOI?
- Strategic negotiation, Threat, Ultimatums, Time pressure, Information pressure
As one of the most powerful methods in strategic negotiation, imposing pressure has been recognized and applied to a great extent and achieved success in a number of negotiation cases. The purpose of this article is to elaborate on the pressure in negotiation by summarizing the conclusions of previous studies. Whilst several journal articles have discussed how to exert pressure in negotiations, a gap of comprehensive understanding still exists because of lacking a presentation from multifold perspectives. This work would thereby present a general review of different pressure applications in negotiations, including threats, time pressure, ultimatums, and information pressure. It is shown that pressure would be helpful and assistant to negotiation when applied properly. Meanwhile, a list of pros and cons of negotiation pressure is finally given, which should be paid attention to when applying such a tactic in negotiation scenarios.
- © 2021, the Authors. Published by Atlantis Press.
- Open Access
- This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).
Cite this article
TY - CONF AU - Fenglin An AU - Jiarui Liang AU - Guangchang Lu PY - 2021 DA - 2021/10/12 TI - Exerting Pressure in Strategic Negotiations BT - Proceedings of the 2021 6th International Conference on Modern Management and Education Technology（MMET 2021） PB - Atlantis Press SP - 21 EP - 24 SN - 2352-5398 UR - https://doi.org/10.2991/assehr.k.211011.005 DO - https://doi.org/10.2991/assehr.k.211011.005 ID - An2021 ER -