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Trips and Tips for Negotiation Self-Sefense: Forewarned is Forearmed Case Solution & Answer

Held in the popular and academic press on negotiation and related concepts of influence and persuasion attention is nothing short of amazing. The issues on which we focus in this article, however, rarely, if ever, in these selected outlets. We dare with some caution on the dark side of the negotiations: the tactics that can be misleading, unethical and unscrupulous. These tactics are a quintessential moral hazard, since both are brutally effective once illegal and rare. It is not our intention to offer a treatise on inappropriate behavior. Instead, our goal is to establish that no one should be subjected to these behaviors, as all of these tactics are preventable. It is in this spirit that we provide guidelines on self-defense in the context of the negotiation to avoid and mitigate the consequences of these behaviors.
by
Catherine M. Dalton,
Dan R. Dalton
Source: Business Horizons
10 pages.
Date Posted: January 15, 2011. Prod #: BH419-PDF-ENG
Travel and Tips for negotiating self-Sefense Male forewarned is Case Solution

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