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Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success by Sandy Jap

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4. How Our Behavior Gets in the Way

Let’s now examine the interpersonal and noneconomic factors that contribute to the dark side of partnering, such as the development of rapport. Rapport is a great thing in business until you really need to see clearly; it can then be an impediment, making choices and negotiations murky. Managers agree to bad deals and even throw away their ethics in the process. Of course this is something that few managers will admit to (and many aren’t even aware of), so don’t expect many eyewitness accounts of this in the press or in this chapter. But we know that it happens.

Rapport is a great thing in business until you really need to see clearly.

Consider the high profile case of Senator Robert Menendez, who was indicted ...

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