You will prepare and submit a term paper on Ethical Pitfalls in Negotiation. Your paper should be a minimum of 1000 words in length. As lying holds risk as well as ethical issues, it should be eradicated from the negotiation strategies. However, lying depends on the values, culture and situation. A lie may be accepted in Poker business but may be not acceptable in some other business. Therefore, depending on different situations and cultures the extent to which misrepresentation and lying is deemed is acceptable. Though, discretion in making statements and claims should not be perplexed with misrepresentation. A negative commitment is another pitfall in negotiation, to prove credibility, every commitment made should be executed.
It is irrational to harm ones self interest in order to hurt the opposite party. The statements of these types are generally made when one is under stress and through negative emotions. Taking an over belligerent stand very early in negotiation can turn off the opposite negotiator. Therefore, others should be allowed to open negotiation or one should practice to tone down opening statements or positions. A commitment to a process is a significant requirement. The situation is made worse, if there is failure to assert the position. As it forces the opposite negotiator to compete till the resistance is met.