Negotiation Management 3 | Dan

Assume that you are working as a salesperson in healthy ice cream company.
Your company is differentiating itself in healthy ice cream sector and their
advertising motto is “healthy and delicious ice cream”. However you know that
even in healthy options ice cream is high in calories, fat and sugar as it is usually
topped with chocolate, candies and high-calorie toppings. Your target customer
segment is composed of students, young females and children. Under these
circumstances:
1. Do you think you need to use ethical reasoning while discussing the
marketing campaign with your team leader and colleagues? Which ethical
reasoning would you prefer? Explain why. (30 p.)
2. If you need to use deception in your negotiation with the customers
which type of deception you think you should use? Discuss with giving
examples. (30 p. )
3. Make a short research and discuss why unethical conduct is used in
marketing. Explain the reasons and consequences of unethical conduct in
marketing negotiations. (40 p.)