ACN Business

Driving the best possible bargain now isn’t the best long-term strategy, according to game theory

Written by Kate Vitasek, Professor of supply chain management, University of Tennessee

There is such a thing as a win-win deal.nortonrsx/iStock via Getty Images Plus

Conventional wisdom says that you should never leave money on the table when negotiating. But research in my field suggests this could be exactly the wrong approach.

There’s mounting evidence that a short-term win at the bargaining table can mean a loss in terms of...

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