Chapter 5: Ethical Considerations ppt

Chapter 5
Ethical Considerations

Outline

Ethics Defined

Ethical Negotiation

Negotiation Tactics

Ethics and Emotion

Responding to Unethical Negotiators

Ethics

Behaving in moral ways

Most societies have guidelines for behavior

What one society views as unethical may be
considered acceptable in another society

Ethics is evolving rather than a set of
standards that must never change

Develop code of ethics

Societal Ethics
“Ethics refers to our beliefs about what

comprises a happy life, what makes for a
worthwhile society; ethics also includes our
beliefs about what behavior contributes to
or frustrates the achievement of a
worthwhile society. Finally, ethics wonders
about what features of character are worth
cultivating.”
Delores Dooley - Philosophyer

Ethical Negotiation

Importance of context

Locus of control
•
Internal locus of control – see yourself as a causal agent of
what happens to you
•
External locus of control – view outside factors as the
predominant cause of negative outcomes in your life
•
Those with internal locus of control are less likely to make
excuses for their actions if found to be engaged in
questionable tactics

Right to defend or protect self from unethical
opponents

Negotiation Tactics
Distributive

Negotiations
(Desire to Win)
Integrative
Negotiations
(Achieve Mutual
Gain)
•
Exaggerating demands
•
Pretend not to be in a hurry
•
Ask for more than you expect
•
Hiding the bottom line
•
Misrepresenting information
•
Bluffing
•
Influencing an opponent’s
professional network
•
Encouraging others to defect
to your side
Borderline Tactics

Tactics to Avoid

Bluffing


Falsification

Misrepresentation

Deception

Selective disclosure

Recommended Tactics

Rely on persuasion rather than
manipulation and coercion

Identify tactics to avoid (e.g. anything
dishonest, disrespectful, irresponsible,
manipulative)

Agree to common guidelines (e.g. treat
others with respect, avoid
misrepresentations)

Ethics and Emotion

Persuasion based on reason alone may
be more ethical

Reasoning alone may be insufficient to
convince or persuade others

Use of emotion in persuasion may be

unethical if the negotiators intent is
self-serving and may harm the other
party

Responding to Unethical Negotiators

Be alert to the possibility of unethical
behavior and prepared to effectively respond

Strategies
•
Directly confront the negotiator
•
Indirectly confront the negotiator
•
Respond with humor
•
Silence and appropriate non-verbals (e.g.
skepticism, raised eyebrows)
•
Declarative statements (e.g. come on now, get
real!)

Responses continued

Recognize straying from “best
practices” is natural human behavior

Give your counterpart the benefit of
the doubt

•
Enable him/her to save face
•
Correct unethical approach without
disgrace

Always take the high road