When Good People (Seem to) Negotiate in Bad Faith

Abstract

Reasonable, fair-minded negotiators often find themselves accusing others of unethical behavior or facing such accusations themselves. Either way, the negotiation may head down a path that leads to impasse and destroys the relationship. To understand fully the constraints on your own negotiating ability, you need to overcome the common assumption that ethically challenged behavior always results from a conscious decision to engage in self-rewarding behavior. Learn how to identify--both in yourself and in others--the types of ordinary unethical behavior that occur regularly in negotiation and ways to prompt more ethical and rewarding agreements.