In this chapter, we explore the question of whether there are, or should be, accepted ethical standards for behavior in negotiations. We identify the major ethical dimensions raised in negotiations, describe how people tend to think about these ethical choices, and provide a framework for making informed ethical decisions.
Ethics are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards.
Applying Ethical Reasoning to Negotiation: The first may be called “End-Result Ethics”, the second is an example of what may be called “Duty Ethics”, the third represents a form of “Social Contract Ethics” Finally, the fourth may be called “Personalistic Ethics”
What Ethically Ambiguous Tactics Are there? Researchers have been working to identify the nature of these tactics, and their underlying structure almost 20 years. They have extensively explored the nature and conceptual organization of ethically ambiguous negotiating tactics.
How Can Negotiators Deal with the other Party’s Use of Deception? People lie – quiet frequently, Here are some options: Ask probing questions, Phrase questions in different ways, Force the other party to lie or back off, Teat the other party, Call the tactic, Ignore the tactic, Discuss what you see and offer to help the other party shift to more honest behaviors, and Respond in kind.
In Conclusion, Negotiators frequently overlook the fact that, although unethical or expedient tactics may get them what they want in the short run, these same tactics typically lead to tarnished reputations and diminished effectiveness in the long run.
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