If you negotiate to your business are for sale, and you lie about its debt, which is illegal, is not it? But what if you start negotiations directly with everything on the table? The new quarterly reports come in and they are not as rosy as the previous ones. Do not reveal it to the prospective buyer. Illegal or just unethical? Surprisingly, business negotiations law is becoming increasingly infused with ethical considerations. Are the basic elements of legal fraud, with numerous cases that show … Read more »

If you negotiate to your business are for sale, and you lie about its debt, which is illegal, is not it? But what if you start negotiations directly with everything on the table? The new quarterly reports come in and they are not as rosy as the previous ones. Do not reveal it to the prospective buyer. Illegal or just unethical? Surprisingly, business negotiations law is becoming increasingly infused with ethical considerations. Are the basic elements of legal fraud, with numerous cases when the negotiators illustrate for what some consider only unethical conduct were punished. The author argues that when entering negotiations, your conscience can be your best guide.
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from
G. Richard Shell
Source: MIT Sloan Management Review
11 pages.
Release Date: 1 October 1991. Prod #: SMR003-PDF-ENG
When is it legal to lie in negotiations? HBR case solution

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