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”). Only two of these tactics are acceptable, according to the authors. Using the attached role-play salary exercise (read both attachments), describe how you would employ one of these tactics, if appropriate? You may assume the role of either the employer or employee. What is the outcome you believe is fair?
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