"The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start. Robert Cialdini, Influence. The Psychology of Persuasion (1984).

Cialdini suggests some ethically questionable tactics play a legitimate and functional role in negotiation. what might be the key arguments that (a) support or (b) refute his position. On balance, what (if any) role do you see lying and deception playing in negotiation. Justify your response.