CMN 6060 Duke University Negotiation Technique Questions

I’m studying for my Management class and don’t understand how to answer this. Can you help me study?

Carefully read “Essentials”, Chapter 5: Ethics in Negotiation.

Table 5.2 (p.124) lists six categories of marginally ethical negotiating tactics (also referred to as “deceptive tactics”). These tactics include:

traditional competitive bargaining

emotional manipulation

misrepresentation

misrepresentation to opponent’s networks

inappropriate information collection

bluffing

Only two of these tactics are acceptable, according to the authors. Use any of the role plays from our roleplay activities (Used Car), (Salary Negotiations), or any other negotiation circumstance you wish. Describe how you would employ one of these tactics, if appropriate? What is the outcome you hope to achieve?

Even if you been unable to obtain the textbooks at this time, you can still complete the assignment effectively by reading the attached Chapter Summary