Bargaining in Bad Faith: Dealing with “False Negotiators”

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Article Excerpt

We tend to forget—at our peril—that not everyone at the bargaining table wants to close a deal.
Consider the following negotiations:

• A competitor approaches you about a potential partnership. After a series of meetings that seemed promising, however, your counterpart stops returning your calls. You are left with the nagging suspicion that the party’s only goal

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