Trips and tips for negotiation self-defense: Forewarned is forearmed

Volume: 54, Issue: 1, Pages: 63 - 72
Published: Jan 1, 2011
Abstract
null null Continued attention in both the popular and academic press regarding negotiation and the related concepts of influence and persuasion is nothing short of astonishing. The topics on which we focus in this article, however, are rarely—if ever—vetted in such outlets. We venture, with some measure of caution, into the dark side of negotiation: those tactics that may be duplicitous, unethical, and unprincipled. Such tactics provide a...
Paper Details
Title
Trips and tips for negotiation self-defense: Forewarned is forearmed
Published Date
Jan 1, 2011
Volume
54
Issue
1
Pages
63 - 72
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