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Deception and Mutual Gains Bargaining: Are they mutually exclusive?

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?

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  1. Deception and Mutual Gains Bargaining:Are they mutually exclusive? Mattias Johansson, Timur Janayev

  2. MGB/INTERGRATIVE/WIN-WIN • At least 2 parties • Focusing on problem solving • Being fair • Sharing information • Basing proposals on neutral criteria

  3. Ethically Ambiguous Tactics • Hide information • Exaggerate information • Change beliefs and perception

  4. 4 principles • Separating the people from the problem • Focusing on interest, not positions • Inventing options for mutual gain • Insisting on objective criteria

  5. Misunderstandings with MGB • Explain interest – not necessary revealing interests • Unacceptable for some acceptable for others • “Don´t put all your cards on the table”

  6. Question • The use of deception techniques, is it unethical or ok to use when negotiating?

  7. Thank you for listening!

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