Chapter Summary
In this chapter discussed the different forms that ethically ambiguous tactics take and how negotiators can respond to another party that may be using tactics of deception or subterfuge.
This chapter suggested that negotiators who are considering the use of deceptive tactics ask themselves the following questions:
- Will they really enhance my power and help me achieve my objective?
- How will the use of these tactics affect the quality of my relationship with the other party in the future?
- How will the use of these tactics affect my reputation as a negotiator?
Negotiators frequently overlook the fact that, although unethical or expedient tactics may get them what they want in the short run, these same tactics typically lead to tarnished reputations and diminished effectiveness in the long run.
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