Brinkmanship
Definition of 'Brinkmanship'A negotiating technique in which one party aggressively pursues a set of terms ostensibly to the point at which the other party in the negotiation must either agree or halt negotiations. Brinkmanship is so named because one party pushes the other to the "brink" or edge of what that party is willing to accommodate. As a sales strategy, brinkmanship is most often used with new customers and requires the salesman to identify and attack the customer's "pain points". |
|
Investopedia explains 'Brinkmanship'Companies pursuing a brinkmanship approach to negotiating may be bluffing, as they would be willing to accept terms more agreeable to the other party. It is a risky approach in that it may alienate the other party and cause a failure in negotiations in which no party does business. The rewards are potentially greater than a more amiable negotiation, since the more aggressive is more likely to gain better terms if the process is successful. |
Related Definitions
Articles Of Interest
-
8 Ethical Guidelines For Brokers
We examine the less obvious ethical dangers faced by a broker, and help you avoid trouble in ethical gray zones. -
Doing More With Less: The Sales-Per-Employee Ratio
If used properly, this ratio can give you insight into a company's productivity and financial health. -
Sales Director Career Provides Daily Challenge
Find out what you need to do to close the deal on this investment management position. -
Lobbying: K Street's Influence On Wall Street
Corporate lobbyists have the power, influence and political backing to affect your portfolio. Find out how. -
Using Social Media To Reach Customer Service Departments
Companies are increasingly using social media and this provides customers with another channel to receive customer service. -
How Often Should You Contact Clients?
Figuring out how often an investment advisor should contact clients is not easy. -
6 Largest Government Contractors
These corporations make a lot of money off of the federal government. -
Should You Hire Friends As Employees?
Here is a look at the pros and cons and the ethical implications of hiring (or not hiring) a friend. -
How To Avoid Risk In Your Practice
Understanding the risks and the potential for losses in your practice keeps you one step ahead. -
4 Common Questions About Hiring Staff
The more you plan upfront, the more likely it is that your first outing with hiring will be successful.
Free Annual Reports