Negotiation: Techniques and Ethical Considerations of Bluffing

This assignment delves into the art of negotiation, specifically focusing on bluffing techniques and their ethical implications. The student explores defensive tactics against bluffing, such as questioning the bluffer and using a counter-bluff, drawing on course readings and personal experience. The analysis includes a critical review of a video scenario, proposing alternative approaches to bluffing in a negotiation with a printer repairman. Furthermore, the assignment examines the ethical dimensions of bluffing, distinguishing between scenarios where bluffing might be considered ethical, such as when backed by factual support, and those where it is not, providing examples from the course materials. The overall goal is to understand and apply effective negotiation strategies while considering the ethical implications of different tactics.

Running head: BLUFF
Bluff
Name of the Student:
Name of the University:
Author Note:

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Table of Contents
Answer 1:...................................................................................................................................2
Answer 2:...................................................................................................................................2
Answer 3:...................................................................................................................................2

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Answer 1:
The one of the defensive techniques when someone is bluffing is to continue the
questions around the bluff. Thus, since the bluff is a lie and to cover it up in the negotiation
further lies would need to be crafted. Crafting lies is a skill and if continuous question around
the bluff would make the bluffer nervous and would say something which would not add up
and the bluffer is caught. Thus by using this technique the bluff is caught and can be used as a
defensive technique.
The other technique is to use bluff on a bluff as one of the person bluff in the
negotiation, it should be tackled again with a bluff. This would then make the initial bluffer to
be nervous of further bluffing and creates a defensive technique for a bluff.
Answer 2:
Jason should not have bluffed by saying he could not afford more than $3000, when
he was willing to pay that amount. He should have used a constructive comment to handle the
negotiation and should have told the printer that he really needs the printer and is willing to
negotiate an amount with which both of them are satisfied. This would have been a
constructive statement and the printer man would have had to make a deal by negotiating
with Jason
Answer 3:
A bluff which has a favourable back up proof can be considered as ethical as it would
make the bluffer be looked as a liar. However, the point when the bluff is ethical is when the
point which the bluffer is about to make is correct when if it is examined. Thus this would be
an ethical bluff, say due to some situation the railway track in the locality was not operating

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correctly. So Mr. X required the goods to be supplied to him before the tracks go for
maintenance, however this was not a news that the track would go for maintenance. But when
it is examined by the supplier the tracks would have gone for maintenance making the bluff
ethical