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The Risk of Defectors: Global Negotiations in Key Accounts

In: Mastering High-Stakes Negotiations: A Practical Guide

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  • Andreas Goßen

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.

Suggested Citation

  • Andreas Goßen, 2026. "The Risk of Defectors: Global Negotiations in Key Accounts," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 19-31, Springer.
    • Handle: RePEc:spr:sprchp:978-3-662-72815-4_3
    DOI: 10.1007/978-3-662-72815-4_3
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