Ch 5: Ethics in Negotiation Flashcards
What are ethics?
Applied social standards for right or wrong in a particular situation
Process for setting those standards
Four standards for evaluating strategies and tactics in business and negotiation
Choose a course of action on:
The basis of results I expect to achieve(end result ethics)
Basis of my duty to uphold appropriate rules and principles(duty ethics)
Basis of norms, values, and strategy of my org. or community(social contract ethics-relative)
Basis of personal conviction.(personalistic ethics)
Ethics vs Prudence vs Practicality vs Legality
Ethics: Appropriate by some standard of moral conduct
Prudence: Using wisdom- through understanding the efficacy of tactic and consequence it might have on the relationship with the other)
Practicality: What the negotiator can make happen in a given situation
Legality: what law defines as acceptable practice
Describe the analytical process for the Resolution of moral problems
1 stage: Understanding all moral standards & recognizing all moral impacts (benefits to some; harm to others; rights excercised and denied)
2 stages: define complete moral problem.
Stage 3: Determine the economic outcomes, consider legal requirements, evaluate the ethical duties.
stage 4: Provide convincing moral solution
Describe ethical ambiguous tactics
These are tactics that may or may not be improper.
There is some sort of unclearness as to if they are right or not; their appropriateness often left up to ethical interpretation.
What are the ethically ambiguous tactics?
Deception: act of deceiving someone
Subterfuge: deceit used to get one’s goals
Is it ok to use these? tactics.
minor forms of untruth- like bluffs, emotional manipulation, are sseen by some as ethically acceptable.
What are some categories of marginally ethical negotiating tactics
Traditional competitive bargaining: Not disclosing your walkaway; making an inflated opening offer
Emotional manipulation: Faking anger, fear, disappointment; faking elation, satisfaction
Misrepresentation: Distorting information or negotiation events in describing them
to others
Misrepresentation to opponent’s networks: Corrupting your opponent’s reputation with his or her peers
Inappropriate gathering: information Bribery, infiltration, spying, etc.
Bluffing Insincere threats or promises
Define deception by Omission vs Commission
Omission- leave things out
Comission- purposefully add liesin
Why use deceptive tactics-Motives and consequences
Power Motive: Trying to increase the negotiators power in the bargaining environment. -Information is a source of power- whoever has the better info “wins”
Other motives: goal achievement
How does motivation orientation affect the strategies and tactics negotiators pursue?
Definition: whether negotiators are motivated to act cooperatively, competitively, or individualistically toward each other.
Competitive: more likely to use misrepresentation as strategy
Individuals in individualistic cultures (like US), more likely to use deceptive tactics
Explain the Deception model in negotiation.
…https://jamboard.google.com/d/1cS16PT4pqn1jLWH6yZSYs3MNIz9Hb10zij9Tt2vZXZ8/viewer?f=0
What are the consequences of Unethical Conduct
Effectiveness: In reality it does have economic benefit– but it affects the future- perceptions of others and likelihood of repeat (in unpunished)
Reactions of others: victim no longer trusts you-may sue you; affects your team’s perception of you)
Reaction of Self-
Justifications
Unavoidable(had to do it)
Harmless
Avoids negative consequences
They deserve it
He started it
Was appropriate for that situation
How to deal with deceptive tactics
Ask probing questions
Phrase questions in different ways
Force the other party to lie or back off- pose a question to which they would have to lie- typically they get nervous; or might change the subject
Test the other party: Ask a question to which you already know the answer
Ignore
“Call” out the tactic
