A negotiation is more than a discussion of issues or a signed agreement. It 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.

The absence in integrity cannot be offset by intelligence, competence, or tight legal documents. Without integrity, no deal, however carefully written, is worth much. Built into the transaction must be a high sense of values, the generosity to resolve subsequent difficulties equitably, and a commitment to meet the intent of the agreement. Integrity is always a big part of the price. Wherever it is lacking, you will find yourself shortchanged.

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