Negotiation is a process that usually involves the voluntary engagement between different parties, which share contrasting interests concerning issues usually with an aim of reaching a particular favorable agreement for all the parties ( Carrell & Heavrin, 2008). Parties make use of different tactics so as to tilt the process of negotiation in their favor. One of the tactics used is withholding information.
——Middle of paper——
In conclusion, mentioning that creating mutual trust during the process of negotiation is important is very imperative. This implies that one party is allowed to reveal information when it expects that the other party will reveal it (Carson , 2010). In the same breath, a party in the negotiating process is also allowed to conceal some information if it has reasons to believe that the other party will also conceal some information.
Carrell, M., & Heavrin, C. (2008). Negotiating Essentials: Theory, Skills, and Practices. Virginia : Pearson/Prentice Hall.
Carson , T. (2010). Lying and Deception; Theory and Practice. New York : Oxford University Press.