1. Ethics In Negotiation Jennifer Hopkins

2. Typologies of Deceptive Tactics
Misrepresentation of One’s Position to Another Party
Bluffing
Falsification
Deception
Selective Disclosure or Misrepresentation to Constituencies

3. Misrepresentation of One’s Position to Another Party
Very Common
Lying
Premature Settlement

4. Bluffing Agreement Common A Childish Way to Bluff
False Threats or Promises
A Childish Way to Bluff

5. Falsification Exaggeration Erroneous Financial information Documents
“Known” Information About the Other Party

6. Deception True/False arguments Leads to Wrongful Conclusions
Can be Considered Legal Fraud
Leads to Wrongful Conclusions

7. Selective Disclosure or Misrepresentation to Constituencies
No Accuracy in Statements or Promises
Leaving Information out
True Wishes, Desires, or Positions of personal party

8. Appropriateness of Tactics
Neutral
Inappropriate

9. Appropriate Gain Information
Make Opening Demands Far Greater Than What You Hope For
Hide Real Bottom Line
Convey a False Impression that Time is Not A Matter

10. Neutral Lead The Other Negotiators
Make An Opening Offer/Demand Too High/Low As To Undermine Opponent

11. Inappropriate Intentionally Misrepresent the Nature of Negotiations
Talk Directly to the People Whom Your Opponents Reports to
Gain Information About Opponent By Paying Friends

12. Inappropriate (Cont.) Intentionally Misrepresent Factual Information
Intentionally Misrepresent the Progress of Negotiations
Promise Good Things Will Happen if Opponents Give In.

13. Summary
Any Questions?