Negotiators who consistently act in a way that demonstrates competence, honesty, and integrity will usually have better outcomes in the long run.

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Negotiators who consistently act in a way that demonstrates competence, honesty, and integrity will usually have better outcomes in the long run. Individuals who have higher reputations are better liked and have more friends and allies-in other words, they have more social resources, which may give them more understood power in negotiations.

Negotiators Who Consistently Act in a Way That Demonstrates Competence