Transcript Ethics
Ethics in Negotiation
Why Do Ethics Apply to
Negotiation?
“Ethics are broadly applied social standards
for what is right or wrong in a particular
situation or a process for setting those
standards”
– Not morals: individual and personal beliefs
about right and wrong
Standards for Evaluating
Strategies and Tactics
Make decision based on:
Expected results, what would give the greatest
return on investment
– End-result ethics
What the law says, the legality
– Rule ethics
Strategy and values of my organization
– Social contract ethics
My own person convictions and what my
conscience told me to do
– Personalistic ethics
Types of Deceptive Tactics
Misrepresent one’s position to another party
– Lie about preferred settlement or resistance point
Bluffing
– Say will do something they don’t intend to do.
Falsification
– Factually erroneous information. (fraud)
Deception
– Collection of true and/or untrue arguments that leads the
other to wrong conclusion. (fraud)
Selective disclosure or misrepresentation to
constituencies
– Not accurately tell what has transpired. Omission.
SINS Scale
Traditional
competitive
bargaining
Manipulation of
opponent’s network
False promises
Misrepresentation of
information
Inappropriate
information
gathering
Bluffing, Lying, & Deception
Excuses people use to justify
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Tactic was unavoidable
Tactic was harmless
Tactic will help avoid negative consequences
Tactic will produce good consequences, or
altruistically motivated.
– They had it coming
– They were going to do it, so I did it first
– Tactic is fair or appropriate to situation
Consequences of Unethical
Tactics
Impact of tactic. Does it
work?
– Rewards vs. punishments
Feedback and reaction
from other negotiator,
constituencies, and
audiences
– Anger, retaliation, revenge
– Short term success, create an
adversary
Evaluate own use
of tactic—
discomfort,
personal stress,
guilt vs. no
problem using
tactic again.
Detecting Deception
Intimidation
A chink in the defense
Futility portrayal
Self-disclosure
Discomfort and relief Point of deception cues
Bluffing
Concern
Gentle prods
Keeping the status quo
Minimization
Direct approach
Contradiction
Silence
Altered information
Dealing with Deception
Ask probing questions
– Uncovers acts of omission at least
– Most buyers do not ask enough questions
Recognize the tactic
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Ignore the tactic
Call the tactic
Respond in kind
Discuss what you see and offer to help the
other party change to more honest behaviors
– “You wish…”