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Ethics In Negotiation
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Typologies of DeceptiveTactics
Misrepresentation of One’s Positionto Another Party
Bluffing Falsification
Deception
Selective Disclosure orMisrepresentation to onstituencies
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Misrepresentation of One’sPosition to Another Party
!ery o""on
#ying Pre"ature Settle"ent
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Bluffing Agree"ent
o""on False Threats or Pro"ises
A hil$ish %ay to Bluff
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Falsification
E&aggeration
Erroneous Financial infor"ation
Docu"ents
'(no)n* Infor"ation A+out the Other
Party
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Deception
True,False argu"ents an +e onsi$ere$ #egal Frau$
#ea$s to %rongful onclusions
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Selective Disclosure orMisrepresentation to
onstituencies
No Accuracy in State"ents or
Pro"ises #eaving Infor"ation out
True %ishes- Desires- or Positions
of personal party
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Appropriateness of Tactics
Appropriate
Neutral
Inappropriate
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Appropriate
.ain Infor"ation
Ma/e Opening De"an$s Far .reater
Than %hat 0ou 1ope For 1i$e 2eal Botto" #ine
onvey a False I"pression that Ti"e
is Not A Matter
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Neutral
#ea$ The Other Negotiators
Ma/e An Opening Offer,De"an$ Too
1igh,#o) As To 3n$er"ineOpponent
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Inappropriate
IntentionallyMisrepresent theNature of Negotiations
Tal/ Directly to thePeople %ho" 0ourOpponents 2eports to
.ain Infor"ation
A+out Opponent ByPaying Frien$s
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Inappropriate 4ont56
Intentionally Misrepresent FactualInfor"ation
Intentionally Misrepresent theProgress of Negotiations
Pro"ise .oo$ Things %ill 1appenif Opponents .ive In5
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Su""ary
Any 7uestions8
