Cramton and Dees discuss an imaginary country, Metopia, to discuss deception in negotiation. They offer advice and thoughts on promoting honesty in negotiations, and on page 13 of the article, provide advice on tactics and strategies for individual negotiators. After reading the article, choose from the section of advice for individual negotiators one of the tactics they propose. Discuss the tactic you have chosen. Write the title or name of the tactic, then define it in your own words. Next, tell us why you have chosen it. Why is it important? How can it help you as an individual negotiator promote honesty in the negotiation process? How can it influence the other party, if at all? provide the reference.

Cramton, P. & Dees, G. (1993). "Promoting honesty in negotiation: An exercise in practical ethics." Business Ethics Quarterly, Vol. 3, Issue 4.

Click on the link below to access this article:

http://www.cramton.umd.edu/papers1990-1994/93beq-promoting-honesty-in-negotiation.pdf