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".
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.
Investment dictionary. Academic. 2012.
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Brinkmanship — (engl. für „Spiel mit dem Feuer“ oder „Politik am Rande des Abgrunds“) bezeichnet in der Spieltheorie eine riskante Strategie bei Verhandlungen. Der Spieler geht mit dem Gegenspieler zur Klärung einer Streitfrage sinnbildlich bis an den Rand… … Deutsch Wikipedia
brinkmanship — also brinksmanship, with parasitic s , from BRINK (Cf. brink) (the image of the brink of war dates to at least 1840). Associated with the policies advocated by John Foster Dulles (1888 1959), U.S. Secretary of State 1953 1959. The word springs… … Etymology dictionary
brinkmanship — UK US /ˈbrɪŋkmənʃɪp/ noun [U] (also brinksmanship) ► the activity, especially in politics, of trying to get what you want by saying that if you do not get it, you will do something that could be harmful or dangerous: »The Congress and Senate have … Financial and business terms
brinkmanship — rink man*ship, brinksmanship rinks man*ship . [brink + manship. (1956).] the policy or practise of pushing a dangerous situation to the brink of disaster (to the limits of safety), in order to achieve the most advantageous outcome; used… … The Collaborative International Dictionary of English
brinkmanship — UK [ˈbrɪŋkmənˌʃɪp] / US or brinksmanship UK [ˈbrɪŋksmənˌʃɪp] / US noun [uncountable] the act of deliberately taking risks and making a situation as bad as it can be in order to force a particular result … English dictionary
brinkmanship — (US also brinksmanship) ► NOUN ▪ the pursuit of a dangerous policy to the limits of safety before stopping … English terms dictionary
brinkmanship — ☆ brinkmanship [briŋks′mən ship΄briŋk′mən ship΄ ] n. [ BRINK + MANSHIP] the policy of pursuing a hazardous course of action to the brink of catastrophe: also brinksmanship [briŋks′mən ship΄] … English World dictionary
Brinkmanship — For brinksmanship in the Cold War, see brinkmanship (Cold War). The handling of the Cuban missile crisis was described as brinkmanship Brinkmanship (or brinksmanship) is the practice of pushing dangerous events to the verge of disaster in order… … Wikipedia
brinkmanship — [[t]brɪ̱ŋkmənʃɪp[/t]] N UNCOUNT Brinkmanship is a method of behaviour, especially in politics, in which you deliberately get into dangerous situations which could result in disaster but which could also bring success. [JOURNALISM] A game of… … English dictionary
brinkmanship — noun Pursuit of an advantage by appearing to be willing to risk a dangerous policy rather than concede a point. The diplomat accused the other nations leader of brinkmanship for refusing to redeploy the troops along their nations shared border … Wiktionary