The Law of Bargaining

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The Law of Bargaining

Product Code:	4740062C21PDF
Editors:	Russell Korobkin, Michael L. Moffitt, Nancy A. Welsh
Publication Date:	August 2006
Page Count:	15
Sponsoring Entities:	Section of Dispute Resolution
Topics:	Dispute Resolution
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Pricing:	$10.00 (Regular)
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About this Product

This is Chapter 21 of THE NEGOTIATOR'S FIELDBOOK (Product Code 4740062).

How far can you go in extolling the virtues of your widgets without crossing the line to fraud? Other chapters (on trust, reputation, ethics) consider the morality and the implications of negotiation behavior. This chapter focuses on the legal limits of negotiation: sometimes, you or your counterparts have employees with children to feed, and somebody will go to the limit of what is legally permissible. Every negotiator needs to know where that limit actually is and how it's influenced by the context.

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