Most negotiations involve a bluff of one kind or another. Webster's New World Dictionary describes the term "bluff" in the following manner: to bluff is to mislead or frighten a person by a false, bold front." Bluffing has been part of the human condition since the beginning of mankind. Think of how often during the course of negotiations that you have employed the art of the bluff. You may have "bluffed" your boss into believing you had another job offer or that you might quit your job if certain...
