Negotiator’s Dilemma: An Incomplete Rationalization

2020-03-10T17:48:56+00:00March 4th, 2020|Negotiation, Strategy|

Imagine a hypothetical M&A transaction with two players at the negotiation table: a seller and a buyer. Each party to the transaction seeks to maximize the value it receives, a concept that is understood by each side (i.e. the seller understands the buyer seeks to maximize its payout and the buyer understands the seller seeks [...]