Negotiation Chapter 8

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Essentials of Negotiation Chapter 8: Ethics in Negotiation Approaches to apply ethical reasoning to Negotiation: 1) End result ethics: choose a course of action on the basis of the result I expect to achieve. Rightness of an action is determined by considering consequences. 2) Duty ethics: Base my actions on the rules that define my duty. Rightness of an action is determined by considering obligations to apply universal standards and principles. 3) Social contract ethics: Action on the basis of the norms, values and strategy of my organization or community. Rightness of an action determined by the customs and norms of a community. 4) Personalistic ethics: Actions based on my personal convictions. Rightness of an action determined by one’s conscience. Evaluate your negotiation in four levels: Ethical: appropriate as determined by some standards of moral conduct Prudent: wise, based on trying to understand the efficacy of the tactic ant its consequences Practical: What a negotiator can actually make happen in a given situation Legal: what the law defines as acceptable practice People tend to regard other people’s unpleasant behavior as caused by disposition or personality, while attributing the causes of own behavior to factors in social environment Ethically ambiguous tactics Standards of truth telling Bluffing Negotiation is based on information dependence Dilemma of trust: is that a negotiator who believes everything the other says can be manipulated by dishonesty Dilemma of honesty: is that a negotiator who tells the other party all of his exact requirements and limits will, inevitable, never do better than his walkaway point Deception in negotiation can rise to the level of legally actionable fraud Identifying ethically ambiguous tactics (check page 188 table 8.3, kind of useful) Tactics can be seen appropriate even if ambiguous

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