Game Theory at Work(c) How to Use Game Theory to Outthink and Outmaneuver Your Competition

What you would get if negotiations fail often determines what you do get if negotiations succeed.

A party who can make a take-it-or-leave-it offer can get the entire surplus from a transaction.

Bringing other parties to your negotiations can radically alter the bargaining environment.

Giving up control can enhance your negotiating position.

Taking negotiations to the brink of failure can make credible a threat to do something that is not in your self-interest.