negotiation role play question

TABLE 5.2 | Categories of Marginally Ethical Negotiating Tactics

Category Example

Traditional competitive Not disclosing your walkaway; making an inflated opening offer bargaining

Emotional manipulation Faking anger, fear, disappointment; faking elation, satisfaction

Misrepresentation Distorting information or negotiation events in describing them to others

Misrepresentation to Corrupting your opponent’s reputation with his or her peers

opponent’s networks

Inappropriate information Bribery, infiltration, spying, etc.

gathering

Bluffing Insincere threats or promises