IndexIntroductionDeceptive Tactics and Right PrinciplesHonestyVaguenessEthicsConclusionIntroductionNegotiators are often ethically challenged throughout the negotiation process. They should try to avoid deceptive tactics while being aware of the other parties' negotiating methods. Cramton and Dees define deception as “any deliberate act or omission by one party, done with the intention of creating or adding support to a false belief in another party” (p. 362). Say no to plagiarism. Get a tailor-made essay on "Why Violent Video Games Shouldn't Be Banned"? Get an Original Essay In negotiations, deception is often common when buying a car or house. For example, the seller may fail to tell the buyer that the car does not include a spare tire. The buyer doesn't check to see if he has one and then discovers it's missing. This causes the buyer to be dissatisfied with the seller's deception during the negotiation. Omitting information is a deceptive tactic often used in sales. Negotiators should avoid deceptive tactics at all costs to build an honest and lasting relationship with stakeholders. Deceptive Tactics and Right Principles Deceptive tactics are commonly used during negotiation, however they are not necessary to achieve a result. Negotiators should avoid the temptation to hide, mislead, or use deceptive tactics even if the other party engages in such negative behavior. According to Provis (2010), “Honesty is unconditional, and a good negotiator should resist the temptation to be dishonest when dealing with a partner whose honesty is questionable” (p. 3). Deceptive tactics might be appealing for several reasons, including feeling in control, or protected but it creates distrust between negotiators. For example, negotiators typically use deceptive tactics such as exaggerated offers, omitted information, misleading facts, or false promises to obtain future business opportunities (Volkema, Fleck, & Hofmeister-Toth, 2004). Using such tactics is dishonest and can lead you down a bumpy road. Negotiators should evaluate the situation and always use honesty throughout the process. Honesty Remaining honest during negotiations is the most ethical practice. Even if a negotiator is unwilling to reveal firm, unimportant information at a specific point in the negotiation process, he or she can be honest with his or her side instead of using deceptive tactics. Negotiators may still withhold some information for security reasons if they are upfront with their client. For example, Provis (2010) stated, “A warning to the other party that its information is incomplete is the only case of the kind that may be appropriate” (p. 5). Provide a statement that there is information withheld until a certain date would be acceptable under the circumstances. Unlike being honest and demonstrating the information provided, if a negotiator bluffs or makes false commitments it can worsen the negotiation process. For example, there is evidence that the use of deceptive tactics can increase costs and levels of conflict (Provis, 2010). Remaining honest keeps the negotiation process early and a smooth process for both negotiating parties. Vagueness In negotiation, being vague or ambiguous is considered deceptive. The vagueness of both negotiators can heavily influence the negotiation because the exact details are not exposed. For example, if you are interested in purchasing a home and you give a general price but decline to list desired factors, this would be considered vague. The seller is therefore at a disadvantage because he will not know what the wishes are.