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  • Negotiation Consultants
    Keymaster
    Post count: 37

    A red herring is an attempt by a negotiator to divert attention from the real issue by introducing a fake or minor issue (red herring) into the negotiation process. The aim of presenting this fake or minor issue is to distract the other party and to gain some advantage for the diverting party. The advantage could be to gain more time or to create a false trail. Sometime, the false trail can be a long trail if the sole purpose is to gain some time advantage.

    Expert Knowledge Source:  J C Chan

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