Types of unethical tactics in negotiation between buyer and supplier
DOI:
https://doi.org/10.37886/Keywords:
negotiations, unethical tactics, customer, supplier, deception, lieAbstract
Research Question (RQ): This article researches the kinds of unethical tactics, which can use customers or suppliers to achieve better negotiating outcome.
Purpose: Determine which tactics they used, from where they rise from and what the other authors about resulting of using unethical tactics
Method: Analysis of articles from Ebsco and ProQuest databases.
Results: Getting of ethical knowledge, types of unethical negotiation tactics and awareness of the limits of ethics in the negotiations process between suppliers and customers.
Organization: Managers can gain the recognition of unethical tactics, their using in the negotiation process and the construction of negotiating temperament or even competence. The research contributes to a better achievement of the performance of the organization. The results of this article can contribute to the negotiators decision-making on the use of unethical tactics.
Society: Ethical negotiation helps to improve the reputation and respect of the organization, which represents the negotiator.
Originality: In a review of existing articles and searches we have not found similar studies to investigate the unethical negotiating tactics.
Limitations/Future Research: The article is limited to fifteen articles and three books.
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