Deception occurs when a person manipulates information so that the recipient can get misinterpret information. The deceiver knows the truth, but he/she is not willing to share it correctly to the recipient. Deception is unethical and is not allowed. The paper will discuss the advantages and disadvantages of deception as a tactic to relieve the hostages and whether it is good to use lying or not. During a negotiation, two deception strategies are used. These are individual deception strategy and mutual deception strategy. In an individual Deception Strategy, the perpetrator deceives the negotiator in that he achieves his motives without making any comprises. Gino and Shea (2012) further explain that the hostage-taker might not be aware that he/she was deceived. By the time the promise is not fulfilled, change of mind may occur. Meanwhile, in Mutual Deception Strategy, both parties are influential and are both presenting their facades. Mutual deception is a strategy where the role of the victim is not known. The use of deception can have both positive and negative impacts. The trick allows the perpetrator to gain more information from the negotiator. If the negotiator believes that the information given by the perpetrator is right, he/she might end up giving the correct version of the information. Further, Csiszar (2017) explains that rules that allow deception tend to collect more details compared to rules that do not allow deception. Another advantage of using deception is that the perpetrators get enough time to prepare in case the negotiator is not ready to buy their idea. Deception has a negative impact since it puts the lives of the hostages at risk if the negotiators find that they have lied. Lying can make the hostages pay the consequences of the perpetrator. Yes, the negotiators should lie under convincing circumstances. If their counterparts are not willing to listen to the original version, the negotiators should come up with a more compelling story that their colleagues may want to listen to. Through deception, the negotiator may gain important information that may help them rescue the hostages.
References
Csiszar, E. (2017). The Paradox of Deception: Lawyers, Negotiation, and an Appeal for Regulation.
Gino, F., & Shea, C. (2012). Deception in Negotiations. The Oxford handbook of economic conflict resolution , 47.
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