N08 : Ethics in Negotiation

BA370

Negotiation Chapter 08 : Ethics in Negotiation

In this chapter, we explore the question of whether there are, or should be, accepted ethical standards for behavior in negotiation. The effective negotiator must recognize when the questions are relevant and what factors must be considered to answer them.

This chapter also focused on the intentions and motives to use deceptive tactics. Different types of deception can serve different purpose in negotiation. The motivation can affect the tendency to use deceptive tactics. The consequences of unethical conduct are based on whether the tactic is effective; how the other person evaluates the tactic; and how the negotiator evaluates the tactic. When the negotiator uses the tactic that may produce the reaction, the negotiator must prepare to defend. The primary purpose of the explanation and justifications is to rationalize, explain, or excuse the behavior

Question 1: What is ethics?

Answer: Broadly applied social standards for what is right or wrong in a particular situation or process for setting those standards

Question 2: What are 4 Approaches of Ethical Reasoning?

Answer:  

1. End-result: rightness of action is determined by evaluating consequences
2. Duty: ones obligation to adhere to social standards
3. Social contract: based on customs and norms of particular society
4. Personalistic: bases on ones own conscience/ moral standards

Question 3: How to Deal with other party's use of deception?

Answer:        

-       ask questions

-       force other partyy to lie or back of

-       ignore the tactic