Abstract
Consider that some negotiations that benefit the parties at the table might not benefit the society as a whole. To take an extreme example, think of the film The Godfather, in which the head boss, via the consigliere, makes offers that others “can’t refuse.” The characters even seem to apply the tools we recommend at PON: building relationships, creating and claiming value, developing strong BATNAs (best alternatives to a negotiated agreement), managing difficult conversations, and so on. However, when conducted without concern for the effects on outsiders, even well-crafted negotiations can inflict terrible collateral damage, including ruined lives. To avoid harming others, negotiators need to look beyond their personal profit goals.