Introduction Hours after seeing a vision of Saddam Hussein captured by US forces, Moammar Gaddafi contacted the US government and pledged to cease development of nuclear weapons in exchange for immunity (USA Today 2011). Amid worsening economic turmoil in Europe, IMF chief Christine Lagarde traveled to Beijing to seek financial support from China (Barriaux 2011). Days after the negotiation dispute with Qantas concluded, Qantas management placed advertisements in newspapers across Australia persuading interested customers to fly with the airline again (Barlass 2011). Although the contexts are different, the scenarios described above all had one thing in common: persuasion. The concept of persuasion is often associated with salesmanship and is commonly seen as an avoidable form of manipulation. Conger (1998) suggests, however, that constructive persuasion often replaces selling and that negotiators go through a learning process to develop effective persuasion skills. Business leaders can no longer rely on formal authorities to achieve this due to globalization and flattened organizational hierarchies. The use of effective persuasion is often necessary to gain support and change the attitudes of a leader's subordinates (Watkins 2001). This document outlines the different persuasion tactics used in negotiations and how a negotiator can respond when the other party uses the same tactics. It then discusses (un)ethical considerations and suggests that, although some persuasion tactics are avoided, the use of these tactics does not constitute unethical actions, particularly when good negotiators should expect and anticipate the use of these tactics in a negotiation. Persuasion tactics used in negotiations... half of the document... ber, pp. 1124-1131. Ury, WL, Brett, J & Goldberg, SB 1988, Getting disputes resolved: designing Systems to cut the Costs of conflict, Jossey-Bass, San Francisco.USA Today 2011, 'Too early to revel in Gaddafi's death?', 20 October , viewed November 17, 2011, available at http://www.usatoday.com/news/opinion/forum/ story/2011-10-20/gadhafi-dead-libya-future/50845072/1.Watkins, M 2001, 'Principles of Persuasion', Negotiation Journal, vol. 17, No. 2, pp. 115-137. Whyte, G. & Sebenius, J.K. 1997, 'The effect of multiple anchors on anchoring in individual and group judgment', Organizational Behavior and Human Decision Processes, vol. 69, pp. 75-85. Van Kleef, G. A. & De Dreu, C. K. W. 2004, 'The interpersonal effects of emotions in negotiations: a motivated approach to information processing', Journal of Personality and Social Psychology, vol. 87, no. 4, pp. 510-528.