Ethics in Negotiation.
Table 5.2 (p.124) lists six categories of marginally ethical negotiating tactics (also referred to as “deceptive tactics”). These tactics include:
traditional competitive bargaining
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emotional manipulation
misrepresentation
misrepresentation to opponent’s networks
inappropriate information collection
bluffing
Only two of these tactics are acceptable, according to the authors. Use any of the role plays from our roleplay activities (Used Car), (Salary Negotiations), or any other negotiation circumstance you wish. Describe how you would employ one of these tactics, if appropriate? What is the outcome you hope to achieve?
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