Constant attention in the popular and academic press about negotiations and related concepts of influence and persuasion is nothing but amazing. Topics on which we focus on in this article, however, rarely if ever tested in such outlets. We venture, with some caution, the dark side of the negotiations: the tactics that can be two-faced, unethical and unscrupulous. This tactic provides the most significant moral hazard, since they both brutally effective and rarely illegal. It is not our aim to provide a treatise on inappropriate behavior. Rather, our goal is to show that no one should be the victim of such behavior, since all of these tactics can be avoided. It is in this spirit that we present some guidelines for self-defense in the context of negotiations in order to prevent and mitigate the consequences of such behavior. "Hide
by Catherine M. Dalton, Dan R. Dalton Source: Business Horizons 10 pages. Publication Date: January 15, 2011. Prod. #: BH419-PDF-ENG
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