Insights | Actualités | 12 July 2017

Is there a place for personal values in negotiation?

Senior Consultant Tim Green explains why there's no room for fairness in commercial negotiation. 

A couple of years ago, I was at an awards dinner and found myself sitting next to a very nice chap called Mike. He was working at the time as an account director for a medium-sized, UK-based consumer goods company. Having exchanged a few pleasantries, we quickly found that we both had young families at home and he talked a lot about how important it was for him that he was able to go home to his kids knowing that he had acted, in every aspect of his role, to the highest moral principles that he set himself, and them. He held his team to the same standards... 

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