From the Harvard Program on Negotiation Blog and Professor G. Richard Shell:
1. Lies about bottom lines and alternatives.
2. “Too good to be true” offers.
3. Escalation of commitment.
4. Lack of reciprocity.
5. Last-minute nibbling.
Principles of Alternative Dispute Resolution
Principles of Alternative Dispute Resolution, in its fourth edition, is a Concise Hornbook, published by West Academic. More information is available by clicking on the photo.
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