O'Reilly logo

Negotiating at Work by Jessica L. Porter, Deborah M. Kolb

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

6Power at Play in Negotiations: Moves and Turns

Menacingly, [the Chinese negotiator] leaned forward across the table toward Barshefsky and said flatly, “It's take it or leave it.” Barshefsky, taken aback by the harsh tone, surprised her counterpart by sitting quietly. She waited thirty to forty seconds—an eternity given the intensity of the negotiation—and came back with a measured reply: “If the choice is take or leave it, of course I'll leave it. But I can't imagine that's what you meant. I think what you mean is that you'd like me to think over your last offer and that we can continue tomorrow.”

—From a 2001 Harvard Business School case by James Sebenius and Rebecca Hulse1

US trade representative Charlene Barshefsky faced a threat in trade ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required