Introduction Hours after seeing a vision of Saddam Hussein captured by US forces, Muammar Gaddafi contacted the US government and pledged to cease weapons development nuclear weapons in exchange for immunity (USA Today 2011). As the economic crisis worsened in Europe, the director of the IMF, Christine Lagarde, went to Beijing to seek financial support from China (Barriaux, 2011). Within days of negotiations with Qantas ending, Qantas management placed advertisements in newspapers across Australia to persuade affected customers to travel with the airline again (Barlass 2011). Although the contexts are different, the scenarios detailed above had one thing in common: persuasion. The concept of persuasion is often associated with salesmanship and is commonly seen as a form of avoidable manipulation. Conger (1998), however, suggests 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 flatter organizational hierarchies. The use of persuasion is often necessary to gain support and change the attitudes of a leader's subordinates (Watkins 2001). This article describes the different persuasion tactics used in negotiations and how a negotiator can respond when the other party uses the same tactics. He then discusses (un)ethical considerations and suggests that although some avoid persuasion tactics, using these tactics does not constitute unethical action, particularly when good negotiators should expect and anticipate using these tactics in a negotiation. used in negotiation...... middle of document ......ber, pp. 1124-1131. Ury, WL, Brett, J & Goldberg, SB 1988, Getting disputessolving: designing systems to cut the cost of conflict, Jossey-Bass, San Francisco. USA Today 2011, “Too early to rejoice in Gaddafi's death? », October 20, accessed November 17, 2011, available at http://www.usatoday.com/news/opinion/forum/story/2011-10-20/kadhafi-dead-libya-future/50845072/1.Watkins , M 2001, “Principles of persuasion”, Negotiation Journal, Vol. 17, no. 2, pp. 115-137. Whyte, G. & Sebenius, JK 1997, 'The effect of multiple anchors on anchoring in individual and collective judgment', Organizational Behavior and Human Decision Processes, Vol. 69, p. 75-85. Van Kleef, GA & De Dreu, CKW 2004, 'The interpersonal effects of emotions in negotiations: a motivated information processing approach', Journal of Personality and Social Psychology, Vol. 87, no. 4, p... 510-528.