Module 5 covers negotiation models, strategies, and tactics. There are many tricks that are played by both sides during

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Module 5 Covers Negotiation Models Strategies And Tactics There Are Many Tricks That Are Played By Both Sides During 1 (84.42 KiB) Viewed 463 times

Module 5 covers negotiation models, strategies, and tactics. There are many tricks that are played by both sides during negotiations. It is hoped that both management and labor play fairly and by the established rules. This, however, is not always the case. Lets discuss the bargaining tactics and how they are used to the benefit of both sides. These tactics are as follows: posturing; interdependence; concealment; packaging; throwaway items; caucusing; flexibility; compromise; saving face. Ethics play an important role in negotiations. The sides must respectfully trust each other. We will also discuss the ethical issues below and how to avoid ethical dilemmas. - Behavioral rules; Ethics of purpose; Ethics of principle; Ethics of consequence; Deception; Misrepresenting one's position; Bluffing Falsification.