Exerting Pressure in Strategic Negotiations

DOI

10.2991/assehr.k.211011.005How to use a DOI?

Keywords

Strategic negotiation, Threat, Ultimatums, Time pressure, Information pressure

Abstract

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.

Copyright

© 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/).

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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  - 10.2991/assehr.k.211011.005
ID  - An2021
ER  -