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Interpersonal Ethics—the Wise Negotiator
Interpersonal ethics—the wise negotiator

Writing a chapter on negotiation for a handbook of wisdom is an interesting challenge. Negotiation is normally not an area where people “search” for wisdom. In fact, most people assume that the best way to negotiate can be inferred from “tough” negotiators who they know intimately—the grandmother who negotiated a great price when she sold the family homestead, the father who negotiated a good price on a new SUV, or the labor leader who brags on television about his negotiating skills in securing a new union contract. The “wisdom” we often gain about how to negotiate is based on what we think we can learn from those who have boasted about their success. However, these success stories are ...

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