Interesting article about negotiation. Now retired, an important part of my last job was negotiating for Defence equipment on behalf of Australia with various arms suppliers from a number of countries. I was initially dumbfounded by some US arms suppliers who negotiated in bad faith, hiding some negative aspects, and out to win at all costs on that specific deal. They were then dumbfounded in turn when I black listed them because they had breached our moral code of conduct. "Aw shucks boy, that was business, don't take it to heart, nothing personal".
Did them a lot of harm, as they lost some bigger deals, and were used as examples in training notes I wrote for our provisioning officers, who then were watching for those tactics.
And the fact that the English are classy.
