ABSTRACT
Consider the following incidents:
In order to close an important deal, a sales representative from one company provides a potential customer with strongly disparaging—and largely inaccurate—information about the products of a competitor.
A budget meeting between the heads of various departments in a large government agency degenerates into an angry shouting match as each person attempts to gain the largest share possible for his or her unit.
During complex negotiations, the representatives of each side employ various bluffs, maneuvers, and strategies to confuse or demoralize their opponent.
Because of a long-standing grudge against its originator, an executive vetos a strategic plan that might, in fact, be helpful to the company in significant ways.
Two rising young stars in a large corporation engage in complex political maneuvers designed to win support and expand their own power base within the organization, primarily at each other’s expense.
