In his book Bargaining for Advantage: Negotiation Strategies for Reasonable People (Penguin, 2006), G. Richard Shell analyzes this story from Nancy Griffin and Kim Masters’s book Hit & Run: How Jon Peters and Peter Guber Took Sony for a Ride in Hollywood (Simon & Schuster, 1996) as an example of the deceptive tactics negotiators sometimes use to get what they want. Here are five other common types of deception you may come across in negotiation, according to Richard Shell.
Posted on: Wed, 20 Aug 2014 15:19:07 +0000