Table of ContentsIntroductionDeceptive Tactics and Good PrinciplesHonestyVagueEthicsConclusionIntroductionNegotiators are frequently ethically challenged throughout the negotiation process. They should try to avoid deceptive tactics while being aware of other parties' negotiating methods. Cramton and Dees define deception as “any deliberate act or omission by one party with the intent to create or add support to a false belief in another party” (p. 362). Say no to plagiarism. Get a Custom Essay on “Why Violent Video Games Should Not Be Banned”?Get an Original EssayIn negotiations, deception is often common when buying a car or house. For example, the seller may fail to inform the buyer that the car does not include a spare tire. The buyer doesn't check to see if they have one and later discovers it's missing. This results in the buyer being unhappy with the seller's deception during negotiation. Omitting information is a deceptive tactic often used in sales. Negotiators must avoid deceptive tactics at all costs to build an honest and lasting relationship with stakeholders. Deceptive Tactics and Good Principles Deceptive tactics are commonly used during negotiation, but they are not necessary to achieve an outcome. Negotiators must 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 must resist the temptation to be dishonest when dealing with a partner whose honesty is questionable” (p. 3). Deceptive tactics can be tempting for several reasons, including feeling uncaring. controlled, or protected, but this 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 to a rocky path. Negotiators must assess the situation and always be honest throughout the process. HonestyRemaining honest throughout 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 party instead of using deceptive tactics. Negotiators can always withhold certain information for security reasons if they are upfront with their client. For example, Provis (2010) stated, “A warning to the other party that their information is incomplete is the only such example that may be appropriate” (p. 5). Providing a disclosure that information was withheld until a certain date would be acceptable in certain circumstances. Unlike honesty and proof of disclosure, if a negotiator is bluffing or making false commitments, it can make the negotiation process worse. For example, evidence shows that the use of deceptive tactics can increase costs and levels of conflict (Provis, 2010). Staying honest helps keep the negotiation process going from the start and ensures a smooth process for both negotiating parties. Vague In negotiation, being vague or ambiguous is considered deceptive. The vagueness on the part of one or the other of.