News & Insights | News | 13 July 2017

Can, and should, negotiators deliberately create dependency in their agreements? And if so, when and how? 

Negotiation expert Alistair White considers these questions using a real life commercial example. 

Is dependency a good thing in negotiation? Is it good to be dependent on your negotiation counterparty? The simple answer to that simple question is, “No, of course not. If I am dependent on someone else then my negotiation power is diminished. I make myself vulnerable”.

Let’s ask a more sophisticated question...

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