How far should we push a negotiation to the brink to try and get the result we seek?
In politics, brinkmanship can occur as a negotiating strategy, and historically, even where things have seemed to teeter on the brink of disaster, things have then been resolved.
In the world of business, does it pay to be unreasonable?
Does brinkmanship have its place, and what happens if you are on the receiving end of it?
Mark Cushway, executive leadership coach, motivational speaker and entrepreneur, discusses the issue.
CAN YOU ACHIEVE SUCCESS THROUGH BRINKMANSHIP?
“It’s about understanding the characteristics and behaviour of your opponent. Can you convince them that they stand to lose more than you do if the deal collapses?”
The strategy is a high-risk one, with a danger that misreading your opponent will result in you sustaining strategic losses.
“The chances are,...