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A substantial literature has examined negotiation problems. Throughout this literature, scholars have assumed that participants approach negotiations with the intent of reaching a deal and that negotiation participants cannot be signi...cantly harmed by the negotiation process. In this paper, we challenge these assumptions. We de...ne situations in which negotiators use the negotiation process to achieve goals other than reaching a potential agreement as instrumental negotiations. We exploredoi:10.2139/ssrn.1127882 fatcat:44yzxclerbcj5o3v5yrpt3xqty