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When Is It Legal to Lie in Negotiations?
內容大綱
This is an MIT Sloan Management Review article. If you're negotiating to sell your business and you lie about its debts, that's illegal, right? But what if you begin negotiations with everything squarely on the table? The new quarterly reports come in and they're not as rosy as the previous ones. You don't disclose them to the prospective buyer. Illegal or just unethical? Surprisingly, business negotiations law is increasingly infused with ethical considerations. Outlines the basic elements of legal fraud, using numerous cases that illustrate when negotiators were penalized for what some consider merely unethical behavior. The author argues that when entering into negotiations, your conscience may be your best guide.