When our “principles” crash up against our negotiation goals

A billionaire’s fight to keep a gate locked could have upended public beach access nationwide—to his dismay. It’s a cautionary tale for negotiators who are tempted to draw a line in the sand.

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Article Excerpt

Martin’s Beach is a hidden gem on California’s Pacific coastline. Surrounded by cliffs, farmland, and a gated community, the beach can be accessed only through a gated road located on private land. Yet, for nearly a century, surfers, fishers, and others who prized the cove’s rugged and wild beauty have had access to the beach.

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