In this chapter, we have discussed factors that negotiation consider when they decide whether particular tactics are deceptive and unethical. We began to discuss how ethical questions are inherent in the process of negotiation, and then presented four approaches to ethical reasoning. We discussed the different forms that ethically ambiguous tactics take; we analyzed the motives for and consequences of engaging in unethical negotiation behavior. In the final section we talk how negotiation can respond to another party that may be using tactics of deception.
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