Negotiating represents everyday situations. We do lie, puff, bluff, hide the truth and are very often dishonest. People won't be different in negotiation. This is my opinion and approach. Actually I was this bad guy - 2137 number during the test.
Misrepresenting information is bad, lying to somebody also. However, when I have a car to sell, I won't hesitate to hide that air conditioning system is leaking. First of all, it doesn't affect safety and secondly, I don't care about this buyer. From rational economics perspective, this is a good attitude. However, we are irrational usually, so honest behavior is actually not so seldom. It is not easy to tell whether it's already a lie or just hiding the information. We are surrounded by ambiguity. Those ethical questions are neither black, nor white. Usually, as mentioned in a title, they're in many shades of gray.
According to 2.12 reading I prefer The Poker School of negotiating. Everytime I sit upon the table, I perceive negotiation as challenge and a game. I like collaboration - I'm more than happy to agree, but I still think about my personal interest. Moreover, I think that Poker School is more interesting than Pragmatic School, not even mentioning the Idealist School. I like the feeling of winning, I'm addicted to success and this is my driver. After the negotiation ends, I usually forget about whole situation and go over it. During the negotiation I have some kind of flow, that makes me care only about the outcome. When we collaborate and have mutual agreement, I still feel that I won. But if we can't, I won't hesitate to be selfish. It's funny actually. I don't know from where those incentives come, but frankly I started to like this feeling.
I also like the limitations and rules of that game. Usually those are legal, but also social restrictions. You need to move very carefully, because you can step on a land mine easily. You have to make a judgment call sometimes, for instance: "should I lie or not?" I am curious about it and actually looking forward to it in the future. Especially, that negotiation classes are risk free environment, so I can experiment a little. Nevertheless, the more I negotiate, the more I like this kind of ethical strategy. Probably my Mother wouldn't be glad about it...
I find it as a clever tactic. Misleading an opponent, confusion, chaos - isn't the same thing Sun Tzu wrote about in his "Art of War" several thousand years ago?
The only thing I can't yet apply to Poker School tactic is definitely anger or emotion management. When I don't like something, I say it loud. When someone upsets me, I retaliate. True players don't do that.
I know, however, that I have some limitations. As I mentioned above, I would never lie, if the case would affect human's life or health. But saying some petty things, just to sell the product - I don't actually mind. Or paying for information, or undermining the negotiating position of other party, or promising things I can't deliver (as long as it doesn't affect my company) - it's not a problem for me. Am I bad?
I don't think so. I treat it as a game. Exciting, interesting, complicated, but only a game. I hope it will stay like that.
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