People use different forms of tactics to negotiate a deal and one of the most commonly used are the deceptive tactics.

People use different forms of tactics to negotiate a deal and one of the most commonly used are the deceptive tactics. Negotiators can go to an extent where they end up deceiving others whether or not it is ethically correct or not. Among the tactics for deception, there are different ways one can use this during negotiation with some of these tactics being more acceptable than others. Some of the most frequently used deceptive tactics are bluffing, misrepresentation, deception, and falsification.

Bluffing is making a promise or agreement with someone with no intention of committing to it. For e.g. a traveling salesperson explaining the customer service clause of a service or product to a customer with the sole objective that the customer will buy the product or service but the salesperson has no intention of following up with the customer and provide satisfactory customer service. This might be a win over the short term as the salesperson was able to sell his product but in the long run, a dissatisfied customer is not beneficial as the Customers will never buy another product from this salesperson.

Misrepresentation is essentially hiding or not revealing the true information to the other party, which if revealed could lead to a fallout in the agreement. One classic example of misrepresentation is selling or buying items on the Facebook marketplace. You being a seller could be misrepresenting the product you are selling, calling a used item as brand new just to get rid of it.

Deception is usually encountered in scenarios where false statements are fed to a person leading them to an incorrect conclusion at their end. For e.g. a mother telling her kid that if he/she does not go to bed on time a monster will come and devour them. Another popular means of deception is falsification, which is feeding lies or falsified information to the other person with the assumption that the information is complete and true to its core (Zhang, 2015).

All these above tactics are used in general as well as in a business environment which may help the negotiator win a deal in the short term but when you look at the long term results, they are detrimental. Once the customer or the other party finds out that they have been deceived, they lose their faith and start questioning your integrity (Badham, 2020). Your reputation is marred and you are no longer a trustworthy person to do a business deal with again. They will be cautious in the future when it comes to making a future deal. Although one may argue that over the short term deceptive tactics help them win business, when it comes to the long term benefits, it is not considered a healthy practice.


Buchanan, D., & Badham, R. (2020). Power, politics, and organizational change. SAGE Publications Limited.

Zhang, J. D., Liu, L. A., & Liu, W. (2015). Trust and deception in negotiation: Culturally divergent effects. Management and Organization Review, 11(1), 123-144.

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