Negotiation Chapter 8 : Ethics in Negotiation

This chapter talked about ethical standard for behavior in negotiation. The negotiators need to know about ethics because they often make decision about the strategies might concern about the ethic. The Ethics are broadly applied social standard for what is right or wrong while the morals are individual or personal belief about what is right or wrong. There are four standards for evaluating strategies and tactics in negotiation as follow:
· End-result ethics: Based on the expected outcomes
· Rule ethics: Based on what the law says
· Social-contrast ethics: Based on the strategies and values of the society
· Personalistic ethics: Based on one’s own conscience and moral standard
The simple model of ethical decision making is help explain how the negotiator whether to employ one or more deceptive tactics. The model starts at being in the influence situation, then identifying a range of possible influence tactics. After identifying, the negotiator decides to select and use one or more tactics, and evaluate the consequences: Impact of Tactics, Self-evaluation, and feedback or reaction from other negotiator. Negative or positive conclusion leads the negotiator to explain or justify the use of the tactics. Ethical tactics in Negotiation are mostly about truth telling. There are six categories of marginally ethical Negotiation Tactics: traditional competitive bargaining, emotional manipulation, misrepresentation, misrepresentation to opponent’s networks, inappropriate information gathering, and bluffing. This chapter also focused on the intentions and motives to use deceptive tactics. Different types of deception can serve different purpose in negotiation. The motivation can affect the tendency to use deceptive tactics. The consequences of unethical conduct are based on whether the tactic is effective; how the other person evaluates the tactic; and how the negotiator evaluates the tactic. When the negotiator uses the tactic that may produce the reaction, the negotiator must prepare to defend. The primary purpose of the explanation and justifications is to rationalize, explain, or excuse the behavior. When the negotiators deal with the other party’s use of deception, they can generally do the following:
· Ask Probing Questions
. Recognize the Tactic