Negotiation is a critical skill for all contract managers, but there are many different theories on style and technique. Under any negotiation theory, the one constant should be the maintenance of your ethical standards regardless of the stakes. For example, when does “puffing” become misrepresentation? Is it ever appropriate to give intentionally false information to the other party? Is it appropriate to remain silent when you are aware that the other side has made an error of fact, or even a math error? How much latitude does an attorney have in the area of puffing? Are there different rules for non-attorneys? And is it true that “you don’t get what you deserve, you get what you negotiate?” Does that reflect on the ethics of the situation?
Difficulty Level: Basic
Tom Reid, JD, CPCM, Fellow
Recorded at World Congress 2013
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