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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.

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The Risk of Defectors: Global Negotiations in Key Accounts

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  • 发表日期：

    2026年

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  • Andreas Goßen

摘要

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.