This chapter contains the most probing questions about negotiations I have ever been asked. I will provide answers to some very important questions such as ethics, handling tough opponents, negotiating across a cultural divide and multi-party negotiations, to name but a few. It will give you the final touches you need to set you well on the way to becoming a brilliant negotiator.
What should you regard as unethical behaviour?
Certain behaviour is not just unethical, it can lead to your opponent successfully suing you or your organisation. If your opponent suffers damage because you deliberately misled them about a fact, and a court determines ...
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