This chapter Focuses on the Ethics in negotiation. It discussed the ethical systems used in ethical reasoning and the questions of ethical conduct arise in negotiation, the use of deceptive tactics. A negotitators decision to use ethically ambiguous tacticstypically grows out of desire to increase one's negotiating power by manupulating the landscape of information in negotiation. The different forms that ethically ambiguous tactics take and the analization of motives and consequences of engaging in unethical negotiation behavior are also dicussed in this chapter. It was explained that some tactics typically lead to tarnished reputations and deminished effectiveness in the long run.
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