Will you behave ethically?

New research reveals negotiating conditions that tend to promote deception.

By on

Article Excerpt

A lack of transparency regarding negotiations between hospitals and the insurers known as preferred provider organizations, or PPOs, is a key contributor to spiraling health-care costs in the United States, according to an August article in the New York Times.

The problem starts with the somewhat arbitrary, sky-high prices that hospitals put on their supplies and

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

If you’re a Negotiation Briefings subscriber, login to read it now.

IN THIS ISSUE
WHAT’S NEW

Enhance your negotiating ability in one of the Program on Negotiation’s upcoming Executive Education Seminars. Visit www.executive.pon.harvard.edu to find out more.

Download the Negotiation Special Report, “BATNA Basics: Boost Your Power at the Bargaining Table,” by visiting www.pon.harvard.edu/free-reports

IN FUTURE ISSUES

Fair negotiations by design

Faltering by “paltering”