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Deception and Mutual Gains Bargaining: Are they mutually exclusive?. MGB/INTERGRATIVE/WIN-WIN. At least 2 parties Focusing on problem solving Being fair Sharing information Basing proposals on neutral criteria. Ethically Ambiguous Tactics. Hide information Exaggerate information
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Deception and Mutual Gains Bargaining:Are they mutually exclusive? Mattias Johansson, Timur Janayev
MGB/INTERGRATIVE/WIN-WIN • At least 2 parties • Focusing on problem solving • Being fair • Sharing information • Basing proposals on neutral criteria
Ethically Ambiguous Tactics • Hide information • Exaggerate information • Change beliefs and perception
4 principles • Separating the people from the problem • Focusing on interest, not positions • Inventing options for mutual gain • Insisting on objective criteria
Misunderstandings with MGB • Explain interest – not necessary revealing interests • Unacceptable for some acceptable for others • “Don´t put all your cards on the table”
Question • The use of deception techniques, is it unethical or ok to use when negotiating?