Ploys are often used in negotiations, especially complex ones involving many people. Some of the more common ploys are

• Good cop/bad cop
• Add-ons (trying to add on additional benefits/costs later)
• Deadlines (using time as a pressuring tool)
• Russian front (two choices are offered, one is bad to force the other)
• Empty larder (convince the opponent by saying that you have nothing more to offer)
• Higher authority approval (any agreement over X dollars must be approved by the home office)

Often, ploys involve approaches that are not 100% honest or upfront. Some may be outright lies: others may simply be omissions of little consequence. The discussion for today is about ploys.

1. Do you think it is OK to use a ploy in a negotiation?

2. Would you use a ploy? Why or why not?

3. Do you think some ploys would be better (either more effective or more ethical) to use than others?