Essentials Of Honesty In Negotiations

Negotiations require an understanding of ethical standards and fundamental framework to be successful. This paper analyzes some of the fundamentals in negotiation, namely, deception and how it relates ethics. Based on the article “Honesty in negotiations,” the author posit that deceptive tactics are necessary and a natural part of negotiations. Provis (2000), alluded that it is often permissible to be deceptive because people’s expectations are different for negotiations. Furthermore, it was suggested that there is no deception or lying in negotiations because it really depends on one another’s interpretations of the statements. In other words, the term deception is subjective. This then, leads to the question of what is the ethical standard for negotiations and how can we establish trust, especially in a collaboration strategy? The answer to that question is both parties must understand the bargaining tactics used in negotiations. In “Honesty in Negotiations,” Provis (2000), breaks down the tactics used in negotiations, explored examples of each tactic and shared his perspective on whether it crossed the line of

However, after reading both the article and the book on deceptive tactics, my perspective has changed, allowing me to have a wider view on the term deception. Nevertheless, I still feel uncomfortable deceiving and would feel betrayed if I was deceived during a negotiation. Even if it is a normal behavior or recognized method in negotiations, for me, I interpret this behavior as it implies and if you are natural at deceptive tactics than you are good a liar, in my opinion. On the contrary, even if it would be difficult to use deception as a tactic, I may succumb to the deceptiveness if it means winning the