Negotiation research you can use: In negotiations with friends, it may pay to lower your expectations

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Article Excerpt

When buying a used car, would you rather negotiate with a friend or a stranger? We might expect that we’d get a better deal from the friend, whether because we’d communicate with ease or because our friend would give us a “friend discount.”

But in fact, negotiations between friends and others in a close relationship are notoriously inefficient,

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