03-Innovation-500

Spring 1991
Volume 32, Issue # 3

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3-Innovation-500

Beating Murphy’s Law

  • Read Time: 37 min 
17-Strategy-500

When Is It Legal to Lie in Negotiations?

  • Read Time: 24 min 

When someone asks, "What is your bottom line?" few negotiators tell the truth. But how much bluffing is ok? Business negotiations law is infused with ethical considerations. Author G. Richard Shell outlines the basic elements of legal fraud, illustrating the evolving concepts with numerous cases in which negotiators have been penalized for what some consider merely unethical behavior. "An ethical sensibility, far from being a 'luxury' in business negotiations, may be a negotiator's best counselor," Shell writes.