Question I
What is the impact of deception and ethics in negotiation and how you can maintain your own personal integrity?
Question II
Scenario:
Imagine that you've been negotiating the sale of a property that is owned by your company. The buyer has made an attractive offer that you've tentatively accepted. Your boss is pleased with the terms as they stand but suggests that you go back to the buyer and tell her that she has to sweeten the offer a bit to get "buy-in" back at the office. "There is no harm in asking," he says. There are times where you may have to challenge your values during a negotiation.
What Would You Do? And why? Give logical reasoning to the selected option.
a) Exactly what your boss suggests. It is a common bargaining tactic, after all.
b) Tell your boss that you've already given your word to the buyer and that you're not comfortable going back on the negotiated agreement.
c) Ask the buyer if she can sweeten the price while making it clear that this isn't going to break the deal that they had agreed upon.