DECEPTIVE TACTICS IN NEGOTIATION
DEFINITION
Deceptive Tactics in Negotiation are strategies used by parties in a negotiation process to give false information that would lead to the other party drawing inaccurate or wrong conclusion. The decision to use incorrect information arises from individuals’ selfish interests and greed.
Gunia, B. C. (2019). Deceptive negotiating: the role of the environmental cue. Academy of Management Perspectives, 33(1), 43-61.
SUMMARY
Gunia (2019) describes the role played by environmental cues in influencing a person’s choice to deceive during negotiation. The physiological study was focused on temporal and physical features that will lead to individuals deceiving. Gunia utilized acquisitions and mergers to describe the evidence of deception during the decision-making process is influenced by environmental cues. Negotiations are said to occur in space and time. The negotiation space is filled with smells, objects, taste, and sight and it is conducted at a particular time. This statement justified that negotiating occurred under a particular temporal and physical environment. Under these environments’ negotiators decide to be deceptive to each other. Gunia found out that deception was a common thing during negotiation. During the negotiation process negotiators make vague decisions leading to conflicting goals. The study also showed that the amount of time spent during negotiation affected individuals being deceptive. Less than 30 minutes of deception negotiation is not common. A negotiation that took place early in the morning, negotiators displayed a low level of deceptive behavior as compared to negotiations that took place late in the evening.
Brian Gunia is an Associate Professor of Organizational Behavior, Johns Hopkins University. He has authored 4 books related to negotiation.
ANALYSIS
Gunia (2019) points out the factors that could lead to a deceptive negotiation. In our weekly readings there exist several factors that would lead to a negotiator choosing a certain tactic in negotiation. The most common factor is money which is an environmental cue that could lead to a person to deceive. Negotiators could either deceive for pro-social factors or pro-organization factors but most of them tend to be deceptive for their own-interest reasons. The article is also in agreement with our weekly readings that there exist dire implications with regards to the outcome, processes, and relationship specifically when the individuals are revealed. Parties involved in the negotiation process tend to separate themselves from such negotiators. Individuals stop trusting their negotiators and abandon the negotiation process. Honest negotiators do better than the deceptive type of negotiators. Negotiation involves making decisions where parties engage in interaction to resolve conflicts or disputes. There exist two types of negotiation the integrative and distributive. Distributive involves negotiators competing to claim the largest portion of a particular item such as money while integrative involve the use of opportunities to increase the range of resources being transferred.
Parties can also apply deceptive tactics to conceal key information and also give promises that will never be kept. To prevent this kind of behavior. Gunia (2019) emphasizes on giving an assurance to counterparts that it will be possible to meet their objectives. The process of negotiation needs negotiators who give the progress in their encounter. There is always a need to suggest the goals and that are intertwined. Before negotiation begins there is a need for reminding your counterparts of the legal implication of the deceptive behavior. There is a need for the parties and the negotiator to approach these factors that lead to deception with ethical and moral awareness. There is also a need for parties to trend with caution to avoid being exploited by their counterparts. The article finally is in agreement with the four factors that could lead to deceptive negotiation that is greed uncertainty injustice and competition.
Reference
Gunia, B. C. (2019). Deceptive negotiating: the role of the environmental cue. Academy of Management Perspectives, 33(1), 43-61.