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Ethical Considerations Outline
Chapter 5Ethical Considerations OutlineEthics DefinedEthical NegotiationNegotiation TacticsEthics and EmotionResponding to Unethical Negotiators EthicsBehaving in moral waysMost societies have guidelines for behaviorWhat one society views as unethical may be considered acceptable in another societyEthics is evolving rather than a set of standards that must never changeDevelop 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 NegotiationImportance of contextLocus 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 tacticsRight to defend or protect self from unethical opponents Negotiation TacticsDistributive Negotiations(Desire to Win)IntegrativeNegotiations(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 sideBorderline Tactics Tactics to AvoidBluffingFalsificationMisrepresentationDeceptionSelective disclosure Recommended TacticsRely on persuasion rather than manipulation and coercionIdentify tactics to avoid (e.g. anything dishonest, disrespectful, irresponsible, manipulative)Agree to common guidelines (e.g. treat others with respect, avoid misrepresentations) Ethics and EmotionPersuasion based on reason alone may be more ethicalReasoning alone may be insufficient to convince or persuade othersUse of emotion in persuasion may be unethical if the negotiators intent is selfserving and may harm the other party Responding to Unethical NegotiatorsBe alert to the possibility of unethical behavior and prepared to effectively respondStrategies•Directly confront the negotiator•Indirectly confront the negotiator•Respond with humor•Silence and appropriate nonverbals (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 . Chapter 5Ethical Considerations Outline Ethics Defined Ethical NegotiationNegotiation TacticsEthics and EmotionResponding to Unethical Negotiators . EmotionPersuasion based on reason alone may be more ethical Reasoning alone may be insufficient to convince or persuade othersUse of emotion in persuasion may be unethical if the negotiators intent is selfserving and may harm the other party