While an overriding self-interest in a future relationship with a negotiation counterpart may create a faulty agent, so may the lack of any meaningful future concern. Consider a company that is negotiating an alliance or acquisition through a heavily price-driven process with a strong legalistic component. In such instances, it’s common for one internal team, such as the business development unit, to act as the company’s agent. When the team’s job is done, often after a nasty, adversarial process, the company’s operational management unit inherits the unenviable job of making the arrangement work.