Transcript Negotiations - Terra Americana

Ethics in Negotiation
McGraw-Hill/Irwin
Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved.
What Do We Mean by Ethics and
Why Do They Matter in Negotiation?
Ethics:
• Are broadly applied social standards for what is right or
wrong in a particular situation, or a process for setting
those standards
• Grow out of particular philosophies which
• Define the nature of the world in which we live
• Prescribe rules for living together
8-2
Resolving Moral Problems
8-3
Questions of Ethical Conduct
that Arise in Negotiation
• Using ethically ambiguous tactics: It’s (mostly) all about the truth
• Identifying ethically ambiguous tactics and attitudes toward their
use
• What ethically ambiguous tactics are there?
• Is it all right to use ethically ambiguous tactics?
8-4
Questions of Ethical Conduct
that Arise in Negotiation
• Deception by omission versus commission
• Omission – failing to disclose information that would benefit the other
• Commission – actually lying about the common-value issue
• The decision to use ethically ambiguous tactics: A model
8-5
Model of Deception in Negotiation
8-6
Why Use Deceptive Tactics?
Motives and Consequences
• The power motive
• The purpose of using ethically ambiguous negotiating tactics is to
increase the negotiator’s power in the bargaining environment
• Other motives to behave unethically
• Negotiators are more likely to see ethically ambiguous tactics as
appropriate if they anticipate that the other’s expected motivation would
be more competitive
8-7
The Consequences of
Unethical Conduct
A negotiator who employs an unethical tactic will experience
positive or negative consequences. The consequences are based
on:
• Effectiveness – whether the tactic is effective
• Reactions of others – how the other person,
constituencies, and audiences evaluate the tactic
• Reactions of self – how the negotiator evaluates the
tactic, feels about using the tactic
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Explanations and Justifications
The primary purpose of explanations and justifications is:
• To rationalize, explain, or excuse the
behavior
• To verbalize some good, legitimate
reason why this tactic was necessary
8-9
Rationalizations for
Unethical Conduct
•
•
•
•
The tactic was unavoidable
The tactic was harmless
The tactic will help to avoid negative consequences
The tactic will produce good consequences, or the tactic
is altruistically motivated
• “They had it coming,” or “They deserve it,” or “I’m just
getting my due”
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Rationalizations for
Unethical Conduct
• “They were going to do it anyway, so I will do it first”
• “He started it”
• The tactic is fair or appropriate to the situation
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In class group work
On top of your papers
Names of group members present
Company name
Add the following to your script
1.
2.
3.
4.
5.
Phrase questions in different ways
Force the other party to lie or back off
Test the other party
“Call” or “Ignore” the tactic
Respond in kind
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