If you are negotiating to sell your business and you lie about your debt, it's illegal, is not it? But what if you start negotiations with all right on the table? New quarterly reports come in and they are not as rosy as the previous ones. You do not disclose them to the potential buyer. Illegal or just unethical? Surprisingly, the law of business negotiations become increasingly intertwined with ethical considerations. The contours of the basic elements of legal fraud, using numerous cases that illustrate where negotiations have been punished for what some consider just unethical behavior. The author argues that the accession negotiations, your conscience be your best guide. "Hide
on G. Richard Shell Source: MIT Sloan Management Review 11 pages. Publication Date: 01 Oct 1991. Prod. #: SMR003-PDF-ENG
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