Why "fair" negotiations are doomed to fail

05/16/2010 | Harvard Law School

Negotiators tend to let their sense of whether or not a deal is fair distract them from their company's best interests, points out Harvard professor Deepak Malhotra. The real benchmark for business deals shouldn't be whether they're equitable, Malhotra argues, but rather whether they're better for the company than the other options on the table.

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