The document discusses the interplay of power, persuasion, and ethics in negotiation. It outlines various tactics for persuasion, both central and peripheral, and highlights questionable strategies that can arise in unethical negotiations. Additionally, it explores psychological biases that can lead to unethical behavior and offers guidance on strengthening one's bargaining position.

1. Power, Persuasion, and Ethics
MGS 4311 August 30, 2015
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2. Tapping into Power in Negotiation
• Information
• Status
▫ Primary status characteristics
▫ Secondary status (pseudostatus) characteristics
• Social networks
▫ Social capital
▫ Boundary spanners
• Physical appearance
August 30, 2015
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3. Central Route Persuasion Tactics
• The power of agenda
• The power of alternatives
• The power of options
• Attitudinal structuring
• The power of contrast
• Commitment and consistency
• Fairness heuristics
• Time pressure
August 30, 2015
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4. Peripheral Route Persuasion
Tactics
• Delayed liking
• To err is human
• Unconscious priming
• Reinforcement
• Social proof principle
• Reactance technique
• Foot-in-door technique
• Door-in-the-face technique (“rejection-then-
retreat”)
• That’s-not-all-technique (“sweetening the deal”)
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5. Ethical Negotiation: Questionable
Strategies
• Lying
• Traditional competitive bargaining
• Manipulation of opponent’s network
• Reneging on negotiated agreements
• Retracting an offer
• Nickel-and-diming
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6. Psychological Bias and Unethical
Behavior
• Human biases
▫ Illusion of superiority
▫ Illusion of control
▫ Overconfidence
• The front page test
• Reverse golden rule
• Role modeling
• Third-party advice
• Strengthening your bargaining position
August 30, 2015
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7. Psychological Bias and Unethical
Behavior
• Human biases
▫ Illusion of superiority
▫ Illusion of control
▫ Overconfidence
• The front page test
• Reverse golden rule
• Role modeling
• Third-party advice
• Strengthening your bargaining position
August 30, 2015
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