Assignment Choice 2- Honesty in Negotiations Honesty in bargaining has been a wide spread controversy for business organizations and writers alike. While some writers feel that there are certain practices of deception in negotiation that are acceptable, others questions the appeal and frequency of deception (Provis, 2000). Those who pretend to commit to certain agreements not only inflict more costs, but can increase conflict. Although bargaining involves back and forth dialogue of offers and counter offers, manipulation and dishonesty are felt to be unnecessary and unethical tactics.
Deceptive Tactics During Negotiations Deceptive tactics during negotiations can cause many negative consequences. For example, blatant dishonestly can increase …show more content…
Although negotiators are not obliged to be honest, they should search for alternatives to allow for open and honest communication to take place. Indirect communication, for example, may provide limited trust but does not involve deliberate confusion or ambiguity for personal preferences (Provis, 2000). However, honesty in negotiations is not only the morally right thing to do, but shows an appreciation for genuine reflection of authentic situations (Provis, 2000). Displaying trust and empathy are important for success in negotiation as both plays an important role in the formation of trust. Empathy encourages collaborative efforts rather than conflict-oriented conceptualization of negotiation (Martinovski, Traum & Marsella, 2007). Rejection of empathy exhibits a lack of trust, a desire to gain control over negotiation conditions, or lack of desire to engage in the negotiation process all together (Martinovski, Traum & Marsella, …show more content…
Connections are established through agreements where matters of mutual concerns or conflict reach a resolution that is profitable to both parties (Shi, 2013). Although vague language is often used to make the negotiation process as harmonious and pleasant as possible, deliberate inappropriate ambiguity is deceptive and will have a negative effect in negotiations. As a result, any methods that restrict the ability for negotiations to be free from deception or ambiguity can negatively affect future negotiations, increase potential conflicts, and misguide achieving overall
Deceptive Tactics During Negotiations Deceptive tactics during negotiations can cause many negative consequences. For example, blatant dishonestly can increase …show more content…
Although negotiators are not obliged to be honest, they should search for alternatives to allow for open and honest communication to take place. Indirect communication, for example, may provide limited trust but does not involve deliberate confusion or ambiguity for personal preferences (Provis, 2000). However, honesty in negotiations is not only the morally right thing to do, but shows an appreciation for genuine reflection of authentic situations (Provis, 2000). Displaying trust and empathy are important for success in negotiation as both plays an important role in the formation of trust. Empathy encourages collaborative efforts rather than conflict-oriented conceptualization of negotiation (Martinovski, Traum & Marsella, 2007). Rejection of empathy exhibits a lack of trust, a desire to gain control over negotiation conditions, or lack of desire to engage in the negotiation process all together (Martinovski, Traum & Marsella, …show more content…
Connections are established through agreements where matters of mutual concerns or conflict reach a resolution that is profitable to both parties (Shi, 2013). Although vague language is often used to make the negotiation process as harmonious and pleasant as possible, deliberate inappropriate ambiguity is deceptive and will have a negative effect in negotiations. As a result, any methods that restrict the ability for negotiations to be free from deception or ambiguity can negatively affect future negotiations, increase potential conflicts, and misguide achieving overall