The Ethics of Negotiation, with Charles Sherwood

Is lying in a business negotiation ever justified? Should you disclose your reservation price? And where does smart dealmaking end and dishonesty begin?

Charles Sherwood spent 30 years as a Founding Partner at Permira, one of Europe's leading private equity firms, sitting across the table from some of the most experienced dealmakers in the world. He argues that ordinary morality does not stop at the boardroom door — that the same rules which govern honesty in everyday life apply just as fully in a business negotiation. That the invisible hand of the market is no excuse for dishonesty. That loyalty penalties in insurance and banking are a form of exploitation. And that the most underused phrase in business negotiation is simply: "I'm not willing to disclose that at this point."

You can read the book for free here: https://press.lse.ac.uk/books/m/10.31389/lsepress.afb

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Hamza King sits down with Charles Sherwood to discuss his new book, A Fair Bargain: The Ethics of Negotiation. Charles spent 30 years working in private equity and was a Founding Partner of Permira, one of Europe’s largest private equity firms.

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