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Read the article “Honesty in Negotiations (Links to an external

 

Read the article “Honesty in Negotiations (Links to an external site.).” After reading the entire article, answer the following questions:

  1. How does the author feel about deceptive tactics or lying during negotiations? Do you believe this is a normal part of the negotiating process or an unethical practice? Explain your answer.
  2. A common type of deception, according to the author, is vagueness or ambiguity during the negotiations. How does one party’s vagueness or ambiguity impact the process? Do you believe this is actually deception? Explain your answers.

Your responses should be a minimum of 825 words in length. Your analysis should be written in complete sentences. Your paper may be organized with headings, but avoid writing the question and then writing the answer. The paper should be structured and formatted according to the CSU Global Writing Center.

Reference
Provis, C. (2000). Honesty in negotiation. Business Ethics: A European Review, 9(1), 3-12.
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