Hard Bargaining Wins Negotiations

WSJ, Letters, July 13, 2013

Craig J. Richardson’s “An Econ Lesson in a Shanghai Market” (op-ed, July 7) is especially timely coming amid stories about high-stakes negotiations around Greek debt and the Iranian nuclear program. The upper hand in the negotiations should go to “the one who is most able to walk away from the deal.” The willingness to walk away, however, isn’t always economically rational and may be influenced by emotional or political considerations.

Brian R. Merrick, West Barnstable, Mass.

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