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Dr. Chester L. Karrass said, “Negotiating is more than a discussion of issues or a signed agreement. Negotiating is an unwritten judgment on the quality and character of the participants. In reaching that judgment, integrity is the key element. Integrity makes the deal work. There is no substitute for it.” In reading in the class text, I started to get the felling that in business or in any other situation, ethics in negotiating is a rare occurrence. Last year I wanted to purchase a new car, in the process of shopping, I searched store after store looking for a car that met the needs of my family...
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