Ethics in Negotiation

ETHICS IN NEGOTIATION
Prepared By ARZU ERDAL F. EBRU ENOL E. FULYA NAL MANOLYA GROCAK
ETHICS
It
thus seems very appropriate to define the ethical issues likely to arise in negotiation, and boundaries (if they exist) that commonly delineate ethical from unethical conduct.
ETHICS IN NEGOTIATION
In this presentation, we explore the question of whether there are, or should be, accepted ethical standards for behavior in negotiations. It is our view that the fundamental questions of ethical conduct arise in every negotiation. The effective negotiator must recognize when the questions are relevant and what factors must be considered to answer them.
WHY DO NEGOTIATORS NEED TO KNOW ABOUT ETHICS?
WHY DO NEGOTIATORS NEED TO KNOW ABOUT ETHICS?
What are ethics and how do they apply to negotiation? What are the major ethical concerns that apply to negotiation? What major types of ethical and unethical conduct are likely to occur in negotiation? What factors shape a negotiators predisposition to use unethical tactics? How can negotiators deal with the other partys use of deception?
WHAT ARE ETHICS AND WHY DO THEY APPLY TO NEGOTIATION?
What is right or wrong in a particular situation Ethics define the nature of the world in which we live Prescribe rules for living together
WHAT ARE ETHICS AND WHY DO THEY APPLY TO NEGOTIATION?

Make the decision on the basis of expected results, or what would give us the greatest return on investment. What the law says, on the legality of the matter. The strategy and values of my organization. My own personal convictions and what my conscience told me to do
WHAT ARE THE MAJOR ETHICAL CONCERNS THAT APPLY TO NEGOTIATION?

Ethical System Definition Major Proponent
End-Result Ethics
Rightness of an action is determined by considering consequences
John Stuart Mill (1806-1873)
Rule Ethicas
Rightness of an action is determined by laws and standards
Immanuel Kant (1724-1804)
Social Contract Ethics
Rightness of an action is determined by the customs and norms of a community
Jean Jacques Rousseau (17121778)
Personalistic Ethics
Rightness of an action is determined by one's conscience
Martin Buber (1878-1965)
HOW DO WE CLASSIFY THE MAJOR ETHICAL QUESTIONS?

Three major dimensions of ethical conduct arise in negotiations Means/Ends Relativism/Absolutism Truth-Telling
Means/Ends
Utilitarianism
Seek the greatest good for the greatest number Quantitate and optimize happiness in society while minimizing pain Examples: Interstate highways through farms benefit the larger public
Relativism/Absolutism / Nihilism
Absolutism
What is right is universal, timeless, and absolute
Relativism
What is right may be different for different people or cultures
Nihilism
There is no right or wrong
Truth-Telling
How does one define truth? How does one classify various deviations from truth? All they all lies?

Deception and disguise may take several forms in negotiation Misrepresentation of ones position Bluffing Falsification Deception Selective disclosure or mispresentation to constituencies
WHAT MAJOR TYPES OF ETHICAL AND UNETHICAL CONDUCT ARE LIKELY TO OCCUR IN NEGOTIATION?
ETHICS IN NEGOTIATION IS MOSTLY ABOUT TRUTH TELLING
Carr (1968): Businesspeople ought to play the game as poker players do
TYPOLOGIES OF DECEPTIVE TACTICS AND ATTITUDES TOWARD THEIR USE

Category Example
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 peers
Inappropriate information gathering
Bribery, infiltration, spying, etc..
Bluffing
Insincere threats or promises
INTENTIONS AND MOTIVES TO USE DECEPTIVE TACTICS

OConnor and Carnevale (1997) Two forms of deception in misrepresenting the common-value issue: Misrepresentation by omission Misrepresentation by commission
THE MOTIVATION TO BEHAVE UNETHICALLY
OConnor and Carnevale (1997) individualistic orientation cooperative orientation
THE CONSEQUENCES OF UNETHICAL CONDUCT

Consequences: Will occur depending on whether the tactic worked or not May result depending on how the negotiator evaluates his/her use of tactic May come from the judgements and the evaluations of that negotiator
EXPLANATIONS AND JUSTIFICATIONS
The tactic was unavoidable The tactic was harmless The tactic will help to avoid negative consequences The tactic will produce good consequences They had it coming or they deserve it or Im just getting my due They were going to do it anyway, so I will do it first The tactic is fair or appropriate to the situation
WHAT FACTORS SHAPE A NEGOTIATORS PREDISPOSITION TO USE UNETHICAL TACTICS?
Demographic Factors Personality Differences and Moral Development Moral Development and Personal Values
WHAT FACTORS SHAPE A NEGOTIATORS PREDISPOSITION TO USE UNETHICAL TACTICS? Demographic Factors Sex Age and experience Ethnicity Nationality and cultural background Professional orientation Academic background
Personality Differences and Moral Development Competitiveness versus cooperativeness Machiavellianism Locus of control
Moral Development and Personal Values A preconventional level (Stage 1 and 2) A conventional level (Stage 3 and 4) A principled level (Stage 5 and 6)
CONTEXTUAL INFLUENCES ON UNETHICAL CONDUCT
Past experience Role of incentives Relationship between the negotiator and the other party Relative power between the negotiators Mode of communication Acting as an agent versus representing your own views Group and organisational norms and pressures National culture norms
HOW CAN NEGOTIATORS DEAL WITH THE OTHER PARTYS USE OF DECEPTION? Intimidation Fulility portroyal Discomfort and relief Bluffing Gentle prods Minimization Contradiction Altered information
HOW CAN NEGOTIATORS DEAL WITH THE OTHER PARTYS USE OF DECEPTION? A chink in the defense Self-disclosure Point of deception cues Concern Keeping the status guo Direct approach Silence
HOW CAN NEGOTIATORS DEAL WITH THE OTHER PARTYS USE OF DECEPTION? Ask Probing Questions Recognize the Tactic gnore the tactic Ask questions Call the tactic Respond in kind Discuss what you see and offer to help the other party change to more honest behaviors

Ethics in Negotiation

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ETHICS IN NEGOTIATION

Prepared By ARZU ERDAL F. EBRU ENOL E. FULYA NAL MANOLYA GROCAK

WHY DO NEGOTIATORS NEED TO KNOW ABOUT ETHICS?

WHY DO NEGOTIATORS NEED TO KNOW ABOUT ETHICS?

WHAT ARE ETHICS AND WHY DO THEY APPLY TO NEGOTIATION?

WHAT ARE ETHICS AND WHY DO THEY APPLY TO NEGOTIATION?

WHAT ARE THE MAJOR ETHICAL CONCERNS THAT APPLY TO NEGOTIATION?

Rightness of an action is determined by considering consequences

John Stuart Mill (1806-1873)

Rightness of an action is determined by laws and standards

Immanuel Kant (1724-1804)

Social Contract Ethics

Rightness of an action is determined by the customs and norms of a community

Jean Jacques Rousseau (17121778)

Rightness of an action is determined by one's conscience

Martin Buber (1878-1965)

HOW DO WE CLASSIFY THE MAJOR ETHICAL QUESTIONS?

HOW DO WE CLASSIFY THE MAJOR ETHICAL QUESTIONS?

HOW DO WE CLASSIFY THE MAJOR ETHICAL QUESTIONS?

HOW DO WE CLASSIFY THE MAJOR ETHICAL QUESTIONS?

HOW DO WE CLASSIFY THE MAJOR ETHICAL QUESTIONS?

ETHICS IN NEGOTIATION IS MOSTLY ABOUT TRUTH TELLING

Carr (1968): Businesspeople ought to play the game as poker players do

TYPOLOGIES OF DECEPTIVE TACTICS AND ATTITUDES TOWARD THEIR USE

Traditional competitive bargaining

Not disclosing your walkaway; making an inflated opening offer

Faking anger, fear, disappointment; faking elation,satisfaction

Distorting information or negotiation events in describing them to others

Misrepresentation to opponent's networks

Corrupting your opponent's reputation with his peers

Inappropriate information gathering

Bribery, infiltration, spying, etc..

Insincere threats or promises

INTENTIONS AND MOTIVES TO USE DECEPTIVE TACTICS

THE MOTIVATION TO BEHAVE UNETHICALLY

OConnor and Carnevale (1997) individualistic orientation cooperative orientation

THE CONSEQUENCES OF UNETHICAL CONDUCT

EXPLANATIONS AND JUSTIFICATIONS

WHAT FACTORS SHAPE A NEGOTIATORS PREDISPOSITION TO USE UNETHICAL TACTICS?

WHAT FACTORS SHAPE A NEGOTIATORS PREDISPOSITION TO USE UNETHICAL TACTICS?

WHAT FACTORS SHAPE A NEGOTIATORS PREDISPOSITION TO USE UNETHICAL TACTICS?

CONTEXTUAL INFLUENCES ON UNETHICAL CONDUCT

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