Honesty in Negotiation
Honesty in Negotiation
Kristina Jackson
MGT470 – Conflict and Management Negotiation
Colorado State University - Global Campus
Dr. Shelly
July 27, 2014
Honesty in Negotiation In the following paper I’m going to discuss honesty in negotiation based on the article “Honesty in Negotiation” by Chris Provis. Author discusses deception and other forms of influences in negotiation. He feels that deception in bargaining raises ethical concerns, and he further argues against the idea that deception can be justified as a form of self-defense. Furthermore, author accepts the complexity of deception and discusses different situation where deception can be accepted. For instance, he mentions concealment or failure to reveal as a form of acceptable behavior in some situation that involves negotiation. To my opinion, failure to reveal is not acceptable in the situation when something very important is strategically hidden from opposite side, which can completely change the direction of negotiation. Further author discusses other unacceptable forms of influences that are broadly used in bargaining, but proofed by multiple research groups to influence human perception and decision-making skills National Center for Biotechnology Information unacceptable and shouldn’t be used in negotiation. In addition, scarcity, as a form of influence where final decision is affected by impression about the scarcity of the resource, should also be prohibited in negotiation. I believe practice of such forms of influences should be considered manipulations and unacceptable in bargaining. The only time when such forms of influence can be acceptable is when they happen naturally, and not planned in advance as part of negotiating strategy. In addition, people should know in advance and be aware of the presence of natural forms of influences, so they can base their decisions accordingly and independently from those influences. As a result, the main
Kristina Jackson
MGT470 – Conflict and Management Negotiation
Colorado State University - Global Campus
Dr. Shelly
July 27, 2014
Honesty in Negotiation In the following paper I’m going to discuss honesty in negotiation based on the article “Honesty in Negotiation” by Chris Provis. Author discusses deception and other forms of influences in negotiation. He feels that deception in bargaining raises ethical concerns, and he further argues against the idea that deception can be justified as a form of self-defense. Furthermore, author accepts the complexity of deception and discusses different situation where deception can be accepted. For instance, he mentions concealment or failure to reveal as a form of acceptable behavior in some situation that involves negotiation. To my opinion, failure to reveal is not acceptable in the situation when something very important is strategically hidden from opposite side, which can completely change the direction of negotiation. Further author discusses other unacceptable forms of influences that are broadly used in bargaining, but proofed by multiple research groups to influence human perception and decision-making skills National Center for Biotechnology Information unacceptable and shouldn’t be used in negotiation. In addition, scarcity, as a form of influence where final decision is affected by impression about the scarcity of the resource, should also be prohibited in negotiation. I believe practice of such forms of influences should be considered manipulations and unacceptable in bargaining. The only time when such forms of influence can be acceptable is when they happen naturally, and not planned in advance as part of negotiating strategy. In addition, people should know in advance and be aware of the presence of natural forms of influences, so they can base their decisions accordingly and independently from those influences. As a result, the main