The Risk of Defectors: Global Negotiations in Key Accounts

Andreas Goßen ()

Chapter Chapter 3 in Mastering High-Stakes Negotiations: A Practical Guide, 2026, pp 19-31 from Springer

Abstract: Abstract When negotiation teams identify too closely with the opposing side’s perspective, there is a risk of a “defector effect.” This chapter describes how a protracted software negotiation led to significant financial losses due to a strategic misjudgment. It highlights the importance of clear role allocation within the negotiation team and explains how companies can safeguard themselves against internal dynamics.

Date: 2026
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-662-72815-4_3

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DOI: 10.1007/978-3-662-72815-4_3

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