Show When evaluating whether negotiation strategies and tactics are ethical, begin by assessing the economic, legal, and equitable influences on the decision:
Once you have a thorough understanding of the economic, legal, and equitable influences, choose a course of action based upon:
Back to: Negotiations & Communications Questions to Gauge Ethicality?The following approaches (questions) can be used to gauge whether a course of action is ethical. What is The Front-Page test?How would I feel if the course of action I am considering were reported on the front page of the local newspaper or blog? What is the Reverse Golden Rule?How would you feel if the party did to you what you are thinking about doing to them; putting yourself in their shoes? What is Role modeling?Would you be proud about other people looking up to you? Would I advise others to do this? What is Third-party advice?What is the opinion of a neutral third party regarding whether the action is ethical? Do not tell them what side your on. Related Topics
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March 4, 2010 by nego4biz
What are ethics? Ethics are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards. Ethics grow out of particular philosophies, which purport to:
Four standards for evaluating strategies and tactics in business negotiation:
Ethically ambiguous negotiation tactics:
Tactics 1 and 2 are generally viewed as appropriate and are likely to be used. However, the other four categories are generally seen as inappropriate and unethical in negotiation. Deception by Omission versus Commision A negotiator using this tactic deceives the other party about what she wants on the common-value issue and then (grudgingly) agrees to accept the other party’s preferences, which in reality matches her own. Researchers discovered that negotiators used 2 forms of deception in misrepresenting the common-value issue:
Why Use Deceptive Tactics? 1. The Power Motive
2. Other Motives
Consequences of Unethical Conduct Based on 3 aspects of the situation: 1. Effectiveness
2. Reaction of others
3. Reactions of self
So, How Can Negotiators Deal With The Other Party’s Use of Deception? 1. Ask Probing Questions
2. Force the Other Party to Lie or Back Off
3. “Call” the Tactic
4. Discuss What You See and Offer to Help the Other Party Change to More Honest Behaviors
5. Respond in Kind
6. Ignore the Tactic All in all, ethics in negotiator is a blurred topic. There is a fine line between good ethical behavior and unethical behavior. Although some behaviors are clearly unethical, others depend on the culture, personal motivation and reaction of the negotiators. |